CRM, lead flow and sales techniques · Frictionless selling
Find the phase of selling that is dragging before you add more leads.
A selling friction map scores each phase of your sales work, from finding the buyer to closing the order, and lists what slows each one. It shows whether the problem is leads, speed, follow-up or the buying experience. This page covers the scoring sheet, the forces for and against, and the friction list you act on.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A selling friction map scores each phase of your sales work, from finding the buyer to closing the order, and lists what slows each one. It shows whether the problem is leads, speed, follow-up or the buying experience. This page covers the scoring sheet, the forces for and against, and the friction list you act on.
A packaging supplier in Peenya is told by the owner that sales are slow, so the answer is more leads and a higher target for each rep. Three months later the enquiry count is up and the order count has not moved. Quotes still take two days to leave the office, the rate sheet sits in one person's laptop and every order is typed again by the accounts clerk.
More force on a slow process makes people tired, not faster. A friction map asks a different question: what is holding the thing back? You score the phases of your own sale, name the forces pushing buyers forward and the ones holding them still, and end with a list of specific frictions.
Run it with the owner, the sales head, two reps and one person from dispatch or service. The owner should hear it from the people who feel it. You need your CRM or sales register open for the numbers, even if the register is a notebook.
It comes before the other pages in this section. The time audit, the tool review, the lost-deal analysis and the buyer checklist each go deeper on one friction you will find here, so use the map to choose which of them to do first.
Where this sits
Topic 10 of 13 in crm, lead flow and sales techniques: frictionless selling. Removing effort from reps and from buyers.
- The topic before
- Sales reporting and dashboards
- The topic after
- Content as a sales tool
If you want this done for you
Nobody outside the sales team can say why deals are won or lost here.
The work
What this is actually like.
“Owners add force when they should remove friction”
A higher target, another telecaller, a bigger ad budget: each pushes harder on the same blocked pipe. Check the pipe first. If quotes wait two days for a signature, an extra hundred leads just means a hundred people waiting two days.
“Reps and the owner score the same phase differently”
The owner rates follow-up as fine because nobody complains. The reps rate it as broken because they spend evenings on it. Score separately on paper, then compare the numbers. The gap between the two scores is the most useful row on the sheet.
“Friction hides in hand-offs”
The slow bit is rarely a single person. It is the point where a rep waits for the accounts team for a credit check, or a customer waits for the factory to confirm a date. Mark every place an order changes hands, because those are the cheapest places to find a day.
“Referrals tell you how the buying felt”
A customer who had a bad time buying will still be polite and will not recommend you. If repeat orders are good and referrals are thin, the product is fine and the experience of buying is where to look.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The phase scoring sheet
Five rows: finding buyers, first contact, understanding the need, quote and negotiation, close and handover. Each is scored one to five by every person in the room, with a column for the average and a column for the biggest gap between two scorers.
Result: Finished when each person has scored privately and the sheet shows one weakest phase.
The forces list
Two columns for the weakest phase. Left: what pushes a buyer forward, such as a known brand or a festival deadline. Right: what holds them back, such as a long quote cycle or a doubtful payment term. Each item gets a weight of one to three.
Result: Finished when the holding-back column has at least five items, each with a name beside it.
The friction list
A ranked list of specific frictions, each as a sentence naming the step and the cost, for example "quotes wait for the owner's signature". The columns are friction, phase, who owns the fix and the date to look again.
Result: Finished when each friction has a single owner, not a department.
The first fix
One friction chosen to remove this quarter, with the way you will notice it is gone written down before you start. Smaller than you want. The next review picks the next one.
Result: Finished when the first fix fits on one line and can be started tomorrow.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
We have no CRM data. Can we still do this?
What are the common frictions in a small Indian business?
How often should we redo the map?
When is a friction map a waste of time?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of frictionless selling
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.