Level Up Your Sales Process (Without Overcomplicating It)

Let’s set the record straight: if your sales process makes life harder for you or your buyer, it’s not a sales process. It’s a maze. At Blind Zebra, we’re all about structure that simplifies—not stifles—your sales life. In this installment of the Bryan Neale Coaching Chaos series, we’re talking about what it really means to “level up” your sales process. Spoiler alert: It’s not a giant revamp. It’s a focused tweak that makes a big difference. Let’s get into it.

The First Question: Do You Even Have a Sales Process?

A lot of teams say they have a sales process. But ask five reps to walk you through it—and you’ll get five different answers. At best, there’s a loose understanding of the “stages.” At worst, there’s a whole lot of guessing and gut feel. What’s missing? Time. And not just time in general. Time stamps.

The Power of Time Stamping

There are two critical points in every deal where time becomes your best friend—or your biggest headache.

1. The Start Time of the Sales Process

Not when you first met them. Not when they downloaded your white paper. We’re talking about when the sales process actually begins. For us, that moment is clear: 👉 Start time = When you have your first real sales conversation. They’ve expressed interest. You’re past surface-level banter. It’s game on. Why does this matter? Because your process can’t be measured, improved, or coached unless you’re consistent on when it starts. It also helps you track real cycle times—not vanity metrics.

2. The Decision-Making Deadline

Before you ask when they need to decide, make sure you know how long your sales process typically takes. Can you confidently say how long it usually takes to go from first call to closed deal? You should. Discovery, solution alignment, approvals, contracting—it all adds up. Being able to articulate that timeline to your prospect builds trust and helps avoid last-minute chaos. 👉 Then ask: “When do you need to have this solution live?” Now you’ve got two timelines: yours and theirs. Work backward from their go-live date, layer in your sales cycle, and see if the math works. Set Clear Future Dates. Own the calendar. And make sure both timelines are driving the plan.

Why This Works for You and the Buyer

When you time-stamp the start and the decision point, something magical happens:

• You create urgency without pressure.
• You reduce friction and follow-up fatigue.
• You set the tone for mutual commitment.

This is sales process leveling up, the Blind Zebra way—with structure that creates momentum, not bureaucracy.

This Is How Sales Gets Simpler (and More Human)

Sales isn’t about pressure. It’s about progress. A process that honors your goals and your buyer’s calendar? That’s how you build trust, momentum, and clarity. For everyone involved. You don’t need more steps. You need better timestamps. And if you're tired of the chaos and want help putting this into action, good news: 👉 We built a whole system around it. It’s called the Blind Zebra Sales Operating System (BZSOS). Find out more here!

Want to Dig Deeper Into Coaching Chaos?

If you're ready to stop winging it and start building a real, repeatable sales process, take a look at Bryan's recent webinar! 🎯 "You Can’t Coach Chaos (and You Sure as Hell Can’t Train It)" https://blind-zebra.wistia.com/medias/7qs0ntz4id We’ll walk you through 2 simple tools you need to immediately bring order and predictability, as well as how to build a real foundation for repeatable, scalable sales results!