Fixing a Broken Sales Process

When sales aren’t hitting targets, it’s tempting to hire more salespeople or throw some new tech at the problem. But this is a quick fix that rarely works. Fixing a broken sales process requires more than just more bodies or better software. It demands a fundamental shift in how you approach sales, and ignoring that can stall your growth.

TL;DR

• Hiring more salespeople won’t fix a broken sales process. Without a structured process, adding headcount multiplies inefficiencies.

• Focus on optimizing your sales process first: streamline stages, standardize workflows, and implement a consistent follow-up cadence.

• Fix the process, then scale: Technology and more sales reps won’t solve your problems if the process isn’t sound.

• Create momentum in your sales by accelerating follow-ups, eliminating bottlenecks, and effectively nurturing leads.

• Invest in training: A well-trained sales team that follows a transparent, optimized process will outperform an untrained team by up to 20%.

• Don’t over-rely on tech: CRM and automation tools can help, but only if you have a solid, repeatable process in place.

• Get a Free Sales Process Review: Stop wasting time and resources. Book your review and start optimizing your sales process for sustainable growth.

Most founders make the mistake of thinking that more salespeople will automatically lead to more deals. The reality? A broken sales process multiplies the chaos, even with a bigger team. In fact, according to a study by the Sales Management Association, companies with a formal sales process outperform those without it by up to 28% in revenue.

Why Hiring More Salespeople Won’t Fix a Broken Sales Process

If your sales process isn’t working, adding more salespeople won’t solve anything. That only spreads the inefficiencies across more people. According to research by HubSpot, companies with an optimized sales process generate 3.1 times more revenue per salesperson. If you don’t fix the process first, you’ll just be adding more overhead without improving results.

More salespeople on a broken process is like throwing more fuel on a fire and hoping it will put itself out. The chaos only increases. Each salesperson will struggle with the same outdated scripts, missed follow-ups, and unclear deal stages. They’ll waste time on leads that don’t convert or get stuck chasing unqualified prospects. That’s not growth — it’s a grind.

We see this every day at Oper Hand, where we help clients optimize their sales processes. Headquartered in Bellevue, WA, with an office in Boulder, CO, we install the revenue and operations systems that make you money, not burn it. We help founders like you stop putting out fires and start building scalable sales engines that can grow with or without you.

How Do I Build a Sales System That Runs Without Me?

The goal for any founder should be to build a sales system that operates independently of them. You shouldn’t be the bottleneck or the one closing every deal. Here’s how you can create that momentum and autonomy:

1. Create Clear Sales Stages: Develop a defined sales process that your team can follow. This means breaking the sales journey into clear, actionable stages — from prospecting to closing. When everyone knows exactly what needs to happen at each step, your sales system can move forward without constant oversight from you.

2. Document Everything: From email templates to follow-up schedules, create a playbook that outlines every step of your sales process. Your team should have access to a proven strategy they can execute without needing to check in with you. This includes creating standardized scripts, lead qualification criteria, and deal-closing steps.

3. Train Your Team: Invest in ongoing training for your salespeople. Teach them not only what to do but why they’re doing it. When your sales team understands the logic behind each step, they can execute it independently, with confidence, and without needing your guidance.

4. Use Technology to Scale: Once you have a solid process in place, leverage technology to automate repetitive tasks. A CRM can handle lead tracking, follow-up reminders, and task assignments. This frees up your time, allowing the system to run smoothly without your constant input.

How Do I Create Momentum in My Sales Process?

Sales momentum is what keeps the machine running smoothly. If your process feels sluggish or inconsistent, you won’t close deals at the pace you want. Here’s how to create momentum in your sales process:

1. Speed Up Your Follow-Up: Research from InsideSales.com found that 80% of sales require 5 to 12 follow-ups, but most salespeople give up after just two. To build momentum, your team needs to follow up consistently and promptly. Implement a structured follow-up schedule that keeps prospects engaged and demonstrates your commitment to solving their problems.

2. Remove Bottlenecks: A bottleneck in your process, whether it’s waiting on contract signatures or slow response times, kills momentum. Identify where deals tend to get stuck and address the bottleneck directly. Streamline decision-making, expedite responses, and establish more apparent timelines for closure. Momentum thrives on consistent action and forward movement.

3. Nurture Leads Effectively: Not every lead will be ready to buy immediately. Implement a lead-nurturing system that keeps prospects warm until they’re prepared to make a move. This could include regular check-ins, helpful content, or occasional offers. When prospects feel nurtured and valued, they’ll be more likely to convert when the time is right.

4. Celebrate Small Wins: Recognize wins at every stage of the sales process, not just when a deal is closed. This creates a sense of progress and builds the confidence of your sales team. As small wins accumulate, so does momentum, and the team will stay motivated to keep moving forward.

The Stats Back It Up

According to Salesforce, companies with a standardized sales process see a 15% increase in deal size and a 20% higher win rate. A consistent process means fewer lost deals and more predictable sales results. It also builds momentum with clear steps and milestones, enabling your team to meet their targets consistently.

That’s why we always tell our clients: A broken sales process costs you more than just deals; it costs you time, energy, and money. If you continue hiring people without first fixing the process, you’ll continue to bleed resources. Optimizing your sales process should be the first step, not the last. And we can help you get there.

Technology Is Not the Answer: Process Is

You might think that if you invest in the latest CRM, automation tool, or AI-powered software, your sales process will magically improve. However, the truth is that fixing a broken sales process can’t rely on technology alone. It’s the equivalent of putting a bandage on a fractured leg. Sure, tools can help streamline your process, but they’re only effective when you have a solid foundation in place.

A study by Gartner reveals that 70% of sales tools remain underutilized because sales teams are not utilizing them effectively. If your process isn’t straightforward, no amount of tech will help. It’s like trying to build a house on sand instead of solid ground.

So, rather than chasing the next shiny sales tool, please focus on the fundamentals: Optimize your process first, then use technology to scale it. That’s where the real gains come.

How to Start Fixing a Broken Sales Process

1. Map Out Your Sales Stages: Identify the key stages of your sales process, from lead generation to closing. Make sure you and your team are aligned on the criteria for each stage.

2. Get Feedback from Your Team: Ask your sales team where they’re struggling. Are they wasting time on leads that are a bad fit? Is there confusion around what to do at each stage? Utilize their insights to refine the process.

3. Implement a Follow-Up Cadence: Research from InsideSales.com found that 80% of sales require 5 to 12 follow-ups, but most salespeople give up after 2. A structured follow-up cadence will ensure you don’t let leads slip through the cracks.

4. Automate What You Can: Once you have a standardized process, utilize tools like CRMs and automation software to streamline tasks such as follow-ups and lead scoring. This frees up your team to focus on what matters: closing deals.

5. Invest in Training: Don’t just hire more people. Invest in training your existing sales team on the new process. Sales teams that are trained to follow a transparent, optimized process outperform untrained teams by up to 20%.

Ultimately, to achieve sustainable growth, it’s essential to abandon the pursuit of quick fixes. Fixing a broken sales process is the only way forward. Adding more salespeople or investing in the latest tools will only amplify the issues if you don’t get your process right first.

At Oper Hand, we help startups and scale-ups like yours install the revenue and operations systems that turn chaos into growth. Headquartered in Bellevue, WA, with an office in Boulder, CO, we install the revenue and operations systems that generate revenue, not burn it. If you’re ready to optimize your sales process and drive real growth, let’s talk.

Get a Free Sales Process Review: Book your free review today, and let’s fix what’s holding you back.