Even your best salesperson can’t outperform a broken process.
When sales slow down, the instinctive reaction is to question the people—their motivation, skills, or drive. But more often than not, the real culprit lies hidden elsewhere: in broken or undefined sales processes.
Over three decades of sales leadership and hundreds of GASP® audits have revealed a consistent pattern—70% of sales underperformance is process-driven, not people-driven. When sales teams lack formal structures, performance standards, and control systems, even the most talented salesperson is left to “wing it.” That’s not salesmanship; that’s survival.
Finance has GAAP — Generally Accepted Accounting Principles. Sales needs GASP® — Generally Accepted Sales Principles.
Where Do Revenue Leaks Typically Happen?
- Customer Management – When the Ideal Customer Persona (ICP) isn’t defined and lead qualification is inconsistent, the funnel fills with noise, not opportunities.
- Sales Partner Management – Weak onboarding, unclear goals, and absence of periodic evaluations lead to inactive or underperforming partners.
- Sales Team Management – Without clear KRAs, appraisal cycles, or reward systems, team conviction drops, and high performers disengage.
- Sales Operations – Poor CRM usage, no review rhythm, or absence of benchmarks cause invisible slippages in pipeline hygiene and forecasting accuracy.
Every one of these leaks is measurable, predictable, and—most importantly—fixable.
Process Before People
Execution is a 3-step science:
1️⃣ Formalise the Process to achieve the task.
2️⃣ Set Correct Standards of performance.
3️⃣ Measure, Control, and Follow Up on deviations.
Sales excellence isn’t an art—it’s the consistent practice of this science until it looks like art. When the process becomes the daily discipline, performance becomes the natural consequence.
The GASP® Sales Audit
The GASP® Sales Audit helps organisations uncover their hidden revenue leaks by benchmarking their 27 core sales processes across:
- Customer Management
- Sales Partner Management
- Sales Team Management
- Sales Operations
It pinpoints where processes break down, quantifies their business impact, and builds a step-by-step playbook to plug every leak.
🧭 Final Thought
Don’t fix people when processes are broken. Enable your people by fixing the process.
At GASP® Sales Academy, we help organisations uncover and plug the hidden leaks that silently drain sales performance — because most revenue problems start in the process, not with the people.
We work with Founders, CEOs, and Sales Leaders to:
✅ Audit and benchmark 27 core sales processes across Customers, Partners, Teams & Operations
✅ Build process discipline that converts activity into consistent outcomes
✅ Enable leaders to drive growth through structure, not firefighting
Let’s replace chaos with clarity — and make your sales processes work for your people, not against them.
👉 Discover your hidden leaks with a GASP® Sales Audit — and build processes that perform.
Contact us for a discussion I Visit 🌐 www.gaspsalesacademy.com
Dinkar Suri I Founder & UnConsultant I dinkar@gaspsalesacademy.com
#SalesExecution #SalesLeadership #SalesProcesses #RevenueGrowth #SalesAudit #SalesProductivity #SalesTransformation #B2BSales #SalesOperations #ProcessDrivenGrowth #GASPSalesAcademy #SalesStrategy #FoundersAndCEOs #BuildingEfficientSalesOrganisations