Turn sales into a process,
not a solo performance.
Stop depending on hero sellers. Build a system where every rep can perform like your best — and the organization learns and improves continuously.
Sales without a system is gambling
Founder/CRO Dependency
Early success came from founder selling. Now you need to scale, but nobody else closes like they do. The playbook is in someone's head.
Forecasting is Fiction
Pipeline looks healthy, but deals slip quarter after quarter. You can't tell which opportunities are real and which are wishful thinking.
Knowledge Silos
Each rep has their own way of qualifying, presenting, and closing. When they leave, their knowledge leaves with them.
Always Reactive
You're responding to RFPs instead of creating demand. Reactive deals close at 20%. Proactive at 60%. You're fighting the wrong battle.
6 Phases to Systematic Sales
A structured approach to transforming your sales organization from hero-dependent to process-driven, with continuous improvement built in.
Current State Mapping
Map your existing sales process end-to-end. Identify all stages, handoffs, and touchpoints. Measure current cycle times and conversion rates.
Identifying Waste & Bottlenecks
Find the 7 wastes in your sales process: waiting, over-processing, defects, motion, overproduction, inventory (stuck deals), and unused talent.
Streamlining with Lean Principles
Redesign the funnel using pull-based flow, single-piece flow, and takt time. Create standard work for each stage.
Continuous Improvement
Implement kaizen cycles. Weekly retrospectives, monthly reviews, quarterly strategy sessions. Build improvement into the operating rhythm.
Process Management & Flow
Visualize work in progress. Implement WIP limits. Create pull signals between stages. Manage flow efficiency, not just resource efficiency.
Forecast & Industrialization
Build predictive capacity based on process data. Create reliable forecasts from leading indicators. Scale the system across teams.
The Value Stream Zipper
Align your sales process to the customer's buying journey — not the other way around.
Seller's Process
Buyer's Journey
Why it matters
Most sales processes are designed from the seller's perspective. The Value Stream Zipper forces alignment with how customers actually make decisions.
How to use it
Map each stage of your process to a customer state. Ensure you're adding value at each touchpoint. Remove stages that don't correspond to customer progress.
The result
Shorter cycles. Higher win rates. Better customer experience. Sales and marketing alignment. Deals that don't stall without explanation.
Two-Dimensional Customer Segmentation
Not all customers are equal. Segment by readiness and strategic value to allocate resources effectively.
What systematic sales delivers
Ready to build a sales system?
Start with a workshop. Map your current state. Design your future state.