Sales Process

How To Ensure Reps Stay On Sales Process

Inspection, coaching, and CRM hygiene practices that keep the process from becoming a quarterly cleanup exercise.

The Answer
Anchor every 1:1 in pipeline, run structured deal reviews against exit criteria, enforce CRM hygiene daily, and reward intellectual honesty about deal status.

Overview

Defining a process is one thing; running deals through it is another.

Process adherence is a leadership behavior more than a system feature.

The teams that stay on process have managers who run deal reviews against the exit criteria, not against gut feel.

Steps

  1. Anchor every weekly 1:1 in the pipeline. Walk every Stage 3+ deal against the exit criteria.
  2. Make CRM hygiene a daily habit, not a quarterly project.
  3. Run deal reviews using a structured template.
  4. Coach the language. Reps should describe deals in process terms, not feeling terms.
  5. Use conversation intelligence to inspect what’s actually happening on calls.
  6. Tie compensation accelerators to clean process.
  7. Refresh manager training quarterly.
Pro Tip
Run a ‘mutual action plan’ with the buyer on every Stage 3+ deal.
Watch Out
Don’t punish reps for downgrading a deal in the forecast. Reward intellectual honesty about pipeline.

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About The Author

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Nate Broome
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Nate Broome
Founder
Nate Broome is known for building high-performing, operationally rigorous sales teams—and for the journey that shaped how he leads them. Starting as a top-performing individual contributor, Nate quickly learned that personal success doesn't scale. His transition into SDR leadership taught him how to coach, create structure, and drive consistency across a team. As a sales leader, he developed a deep appreciation for process, pipeline discipline, and cross-functional alignment. And at the executive level, he's learned that the real leverage comes from setting vision, building leaders, and creating systems that scale beyond any one person.
Along the way, Nate has been mentored by and learned from industry leaders like Manny Medina, Mark Kosoglow, Harish Mohan, and Anna Baird—shaping his perspective on what it takes to build modern, high-performing revenue organizations.
With leadership experience at companies backed by Sequoia, Accel, ICONIQ, Greylock Partners and other top tier firms, Nate has operated across every stage of growth—from early pipeline generation to enterprise-scale revenue operations. He's been described as "process-driven leader who knows how to get big things done" and "a visionary sales leader who always sees 2–3 steps ahead."
A University of Washington alum based in Seattle, Nate founded Tech Sales Coach to pay forward the insights and mentorship that shaped his career—equipping sales leaders at every stage with practical, field-tested coaching to build high-performing teams and evolve into impactful, scalable executives.
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