Sales training and coaching · Team foundations
Score your sales process before you change it again.
A sales process health check rates how steadily your selling method is running, on a scale from settled to constantly changing. It covers the questions to score, who answers them, and the rule that stops an owner rewriting the process in the middle of a bad month.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A sales process health check rates how steadily your selling method is running, on a scale from settled to constantly changing. It covers the questions to score, who answers them, and the rule that stops an owner rewriting the process in the middle of a bad month.
A building-materials dealer in Belagavi changed the lead sheet in March, the follow-up rule in May, the incentive in June and the reporting day in July. Nobody on the sales team could say which version they were meant to follow, so each rep followed the one they remembered.
The health check asks a plain question: is the process humming, experimenting or thrashing? Humming means the same steps, the same sheet and the same stage names for a full quarter, with results moving for reasons you can explain. Experimenting means one change at a time with a start date and a measure. Thrashing means changes stacked on changes, made after a bad week.
The owner and the sales head fill it in separately, then compare. The gaps between their answers are the finding. A rep or two is asked three of the questions, because they know best whether the process is the one on paper.
It replaces the gut feeling that something is off. It sits after the process map has been drawn and before you decide on a new playbook or a new CRM, so you spend money only on the part that is actually broken.
Where this sits
Topic 5 of 8 in sales training and coaching: team foundations. The shared definitions a team needs before coaching.
- The topic before
- Objections and closing practice
- The topic after
- Coaching the sales team
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.
“Owner changes are the biggest source of thrash”
Reps adapt to the owner's mood faster than to a document. If the process changes whenever one big order is lost, the team learns to wait out each new rule. The check should ask how many changes were made in the last ninety days and who asked for them.
“A change without a start date is not an experiment”
Write the change, the date, the measure and the review date. Without those, you cannot tell afterwards whether it worked or merely coincided with Diwali. A failed experiment is just an unlabelled one.
“Uneven results can be a new-hire problem”
If two reps hit target and three miss, the cause might be the process or might be ramp-up time. Split the scores by joining date before you blame the method. A new rep in month two is not evidence about the process.
“Humming does not mean good”
A process can be settled and still be bad. The check separates stability from results, so a team that is steady and missing target gets a different fix from one that is thrashing and missing target.
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 twelve-question score sheet
Each question is rated one to five by the owner, sales head and two reps. Topics: stage names agreed, one lead sheet, follow-up rule, who owns each stage, review day, last three changes.
Result: Finished when four people have filled it in separately before anyone sees the others' scores.
The change log
Every change to the process in the last ninety days: what, who asked, date, measure, outcome. Filled in from memory, then from WhatsApp messages.
Result: Finished when each entry has a date and an owner.
The three-way verdict
One line placing the process as humming, experimenting or thrashing, with the two scores that decided it.
Result: Finished when the owner and sales head agree on the word, or write down why they differ.
A change freeze note
If the verdict is thrashing, a note naming what stays fixed until the next review date and who may ask for an exception.
Result: Finished when every rep has read it and the review date is in the calendar.
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.
How often should we run it?
Who should score it?
What do we do if the verdict is thrashing?
Do we need a consultant for this?
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.
Services
The rest of team foundations
Or read all of sales training and coaching.
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.