10/09/2026
👉 Sales Tip of the Week: Your Sales Process
Ask a sales leader for their close rate and they usually know it cold. Ask them to walk through their actual sales process, stage by stage, and the answer gets a lot vaguer.
Every deal that closes moves through the same seven stages, whether a company has named them or not:
✅Prospecting
✅Qualifying
✅Discovery
✅Propose
✅Handling Objections/Negotiating
✅Closing
✅Following Up/Nurturing
A defined sales process just means writing those stages down, agreeing what moves a deal from one to the next, and holding the team to it.
Here is why that matters more than it sounds like it should. A process is what turns a pile of individual deals into a pipeline you can actually trust: you know what stage everything sits in, what is likely to close this month versus next quarter, and where things are getting stuck. A reliable pipeline is what turns forecasting and business planning from a gutfeel guess into math. Without a process, you do not have a pipeline, you have a list, and a list cannot tell you what next quarter looks like.
Skip the process and the cost shows up everywhere at once: reps improvise their own version of selling, deals stall at random points nobody can explain, and leadership ends up planning the business off hope rather than data.
This week, try this: write out your own seven stages on one page, prospecting through nurturing, and name, honestly, which one your team skips most often. That stage is almost always where your pipeline accuracy, and your forecast, is quietly falling apart. Bonus points if you have already built call and email follow-up cadences to support each stage.
The stages tell you where a deal is; the cadences are what actually keeps it moving instead of going quiet.
This is one framework from Sales Geeks broader training library, built around exactly this kind of repeatable process.
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