Sales Process

What Resources Does Your Sales Team Actually Need (Process Edition)

The systems, templates, and coaching infrastructure that make process discipline possible at scale.

The Answer
A well-configured CRM, a tight deal toolkit (MAP, business case, exec briefing), conversation intelligence, a deal-review framework, a forecast cadence, manager development, and a SalesOps partner.

Overview

Process discipline can’t be willed into existence; it has to be supported by tools and templates.

These are the resources that quietly raise the win rate by 5-10 points and tighten the forecast by 15 points.

Steps

  1. Configure the CRM to the process.
  2. Build the deal toolkit: mutual action plan, business case, executive briefing, multi-threading playbook, procurement playbook.
  3. Roll out conversation intelligence and use it.
  4. Document a deal-review framework.
  5. Establish a forecast cadence: weekly commit, monthly inspection, quarterly retrospective.
  6. Invest in front-line manager development.
  7. Hire (or designate) a Sales Operations partner.
Pro Tip
A ‘deal qualification scorecard’ that managers fill out on every Stage 3+ deal is the single highest-leverage management tool most orgs are not using.
Watch Out
Don’t outsource the design of your sales process to your CRM admin. Process design is a sales leadership decision.

Want help implementing this in your org?

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About The Author

Meet the coach behind
the mission.

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.
$100M+
In revenue closed
15+
Years in B2B SaaS sales
50–1500
Company size experience
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