Not having a shared, cohesive sales process will lose you money. It leads to fewer closed deals, less accurate forecasting, and lower deal values.
This is Growth Blocker #9 that Eric Rudolf and I identified in our conversation on the 10 most common blockers preventing tech businesses from scaling from $1M to $10M in revenue.
One of the most critical yet often overlooked aspects in scaling tech companies is having a shared sales process. This is especially true as you begin to scale and more people and multiple teams are involved in the sales process.
Everyone who is part of the sales cycle brings different perspectives and approaches to key stages—like defining what constitutes a good first call, deciding when to move to the next step, determining who should be involved in discussions, and identifying the indicators that suggest a prospect is a top priority. Without a shared understanding of these critical factors, sales teams can waste valuable time chasing poorly qualified deals that are unlikely to close. This inefficiency drains resources and, ultimately, costs the company deals and revenue.
A lack of a shared sales process also creates a disconnect between the sales team and the C-suite. It’s not uncommon to hear different explanations of the sales process from salespeople and executives, which highlights a fundamental misalignment within the organization. This misalignment can lead to confusion, inconsistent messaging, and missed opportunities.
It’s essential to establish a unified sales process that everyone in the organization understands and follows. By aligning your sales team’s efforts and ensuring that everyone is on the same page, you can improve sales productivity and drive your tech business toward its revenue goals.