Sales teams are under pressure to deliver predictable revenue. Yet in many organisations, results still hinge on individuals rather than systems. If momentum is carrying you further than method, it may be time to assess whether your sales process is built for the market you sell to today.
Here are ten triggers to help you self-qualify whether a sales process review should be on your agenda.
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Deals are taking longer to close
Sales cycles are stretching out even though your opportunity mix hasn’t changed. That often points to unclear qualification, poor deal control or weak next-step management – all process issues.
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Forecasts feel more like guesswork than strategy
If you’re relying on gut feel or last-minute spreadsheet updates, your pipeline data isn’t giving reliable visibility. A clear, consistent process drives forecasting accuracy and decision-making confidence.
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Your new hires take too long to ramp up
When success depends on individual experience rather than a repeatable framework, onboarding becomes slow and inconsistent. A well-defined structure helps new reps perform faster and more predictably.
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Sales and marketing aren’t telling the same story
If outbound says one thing, your website says another, and content doesn’t match either, prospects get confused and conversion suffers. Misalignment is usually a process gap, not a comms problem.
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Your CRM is full of noise
Duplicates, deals with no next step, or opportunities marked “open” for months are classic red flags. When reps stop trusting the data, the system stops being useful – and leadership loses visibility.
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You’re hearing “no decision” more than “no thanks”
Quiet prospects often signal a process that doesn’t guide clear next steps or reinforce urgency. Strong processes create momentum; weak ones stall it.
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Top performers succeed despite the process
If results come from individual brilliance, not team-wide consistency, your system isn’t doing enough of the heavy lifting. A strong process should elevate everyone.
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You’ve added more tools… but things haven’t got faster
When your stack feels more like a to-do list than a time-saver, tech and process are misaligned. Tools add value when they serve the system – not when they replace it.
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You can’t easily explain what “good” looks like
If definitions of success vary between reps or managers, your process isn’t clear enough to drive consistent performance or meaningful coaching.
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You’re relying on experience, not evidence
If decisions about pipeline, messaging or performance still lean on “what’s always worked”, your process hasn’t evolved with your market. Modern buyers expect modern systems.
Where to start
Reviewing your sales process doesn’t mean starting from scratch. It means identifying what works, where friction lives, and how to create clarity and control across every stage of the buyer journey.
That’s exactly what our Sales Consultancy delivers – auditing your current approach, aligning people, process and technology, and building a framework that improves forecasting, performance management and pipeline visibility.
