Do you actually have a sales process — or are you just winging it? If you can't explain your sales process step by step, you're leaving money on the table. Control in your business starts with a clear, defined, and repeatable sales process — one that's been written down, tested, tracked, and measured. Whether you're a solopreneur just getting started or you've been at this for years, this episode will challenge you to get honest about where your process stands and give you the tools to improve it starting today.

Highlights

• If you don't have a sales process, you don't have control — and most business owners mistake a process problem for a sales problem
• Every business, regardless of size, needs a consistent and documented sales process to get consistent results
• You must track every step of the sales process — not just total sales — so you know exactly where things are breaking down
• Your process will evolve over time, and that's a good thing — but you can't improve what you haven't defined
• The real shortcut in sales is completing the sales process, not skipping steps in it
• A real estate company with a 33-step sales process shows just how powerful a thorough follow-up system can be
• A documented sales process makes it possible to coach a new salesperson and pinpoint exactly where they need help
• Marketing and sales are not the same thing — marketing brings people to the door, sales takes them through it
• You already have a sales process; it just hasn't been written down yet

Chapters

0:34 — Welcome and Big Question

1:47 — Why Sales Needs Process

3:01 — Track Every Step

3:46 — Evolve and Follow the System

6:13 — Real Estate 33-Step Example

7:47 — Scale With Coaching and Systems

8:33 — Define Your Process

10:35 — Sales vs. Marketing

12:22 — Final Challenge and Wrap

Want to get more help from Lee with your business? Visit her website: https://leegray.actioncoach.com/

This show is part of the ICT Podcast Network. For more information, visit ictpod.net.