Your reps aren’t failing. Your sales process is missing. If your team is “winging it,” they’re not underperforming. They’re doing exactly what your system allows. In a B2B field sales role, the rep might need to build a lead list, knock doors, set appointments, run the presentation, follow up, and close. That’s 5 stages on paper. But most businesses stop there. In real life, each stage needs definitions, goals, and clear tasks so the rep knows what “good” looks like. We worked with a company where reps were told to “follow up better.” Once we defined what follow-up actually meant (cadence, channels, scripts, timing), close rates improved within weeks. Do this today: write out your 5–7 sales stages, then add one sentence under each: “What must happen here for this step to count?” That’s how you turn effort into execution. If you want help mapping your sales SOP, join our free weekly webinar every Thursday at 11am MST / 1pm EST. Schedule here: s20webinar.com Whic...