sales
Sales System
The documented, repeatable process that takes a lead from first contact to closed customer.
Definition
A sales system is the documented process every rep follows: lead source -> qualification call -> discovery -> proposal -> close -> handoff. Without a system, sales depends on founder charisma and doesn't scale. With a system, sales becomes a measurable, improvable function. The system includes: scripts for each stage, qualification criteria, proposal templates, objection-handling playbooks, and CRM stages. Service businesses that scale past $1M ARR almost always have a documented sales system.
In your business
- →Document the system before hiring the first sales rep
- →Update the system quarterly based on win/loss patterns
- →Train every new hire on the system in their first week