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Every sales team operates differently, but have you ever taken a step back to ask: Does our sales process truly represent our company’s culture, vision, and mission?
Malvina El-Sayegh, Director of Revenue Enablement at Oyster, raises an important point:
“If you take a really close look at that and you realise, well, everyone is kind of doing their own thing. Everyone does it very differently, then the question that you ask yourself is: Is that really representative of the culture, of the company, of the vision, of the mission? And if it’s not, then what you want to do is really streamline that as much as possible.”
Too often, sales teams operate with inconsistencies—one rep conducts a detailed discovery call, while another jumps straight to a demo. Follow-ups are handled in different ways, and resources are shared sporadically. The result? A fragmented buyer experience and a lack of clarity on what actually works best.
Why sales process alignment matters
A well-structured and consistent sales process ensures that every buyer experiences the same high level of engagement, support, and education about your product. It also helps reps feel more confident in their approach, knowing they have a proven framework to follow.
Here’s how you can align your sales process for better results:
- Standardise Discovery Calls – Ensure every AE asks the right questions to uncover real pain points before jumping into a demo.
- Refine Demo Structure – Keep it concise, tailored, and focused on solving the top two or three buyer challenges.
- Optimise Follow-Ups – Share the same high-quality resources, ensure responses are timely, and set clear next steps.
- Incorporate Mutual Action Plans – Make the buying process collaborative rather than just handing over “homework.”
- Track & Learn – Regularly review what’s working across the team and refine the approach accordingly.
Sales isn’t just about closing deals—it’s about building relationships and trust. If your sales process isn’t aligned with your company’s culture and values, you’re missing an opportunity to create a seamless, high-impact experience for your buyers.
![How to Get Started with Buyer Enablement [With Examples]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)
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