So, building a sales department from scratch is not about winging it. It’s about having a structured plan and sticking to it. I had a client who owned a small offline business. He was preparing to scale after locking in exclusive distribution rights for a popular brand in his area. Sounds like a win, right? Well, yes, but it also came with its own set of challenges, especially since he was diving into online sales for the first time. It felt like starting from zero.

The big issue? The team (and honestly, even the owner) didn’t have a unified sales approach. Everyone was doing things their own way, which of course led to inconsistent results. So, the first thing we did was set a clear, realistic goal for the year: hit the minimum sales target that the vendor required. Sure, it wasn’t a massive goal, but you’ve got to lay the groundwork before you go for the moon.

We then put together a simple, step-by-step process for the entire sales cycle. Here’s how it worked: first contact? It’s either a call or a meeting. Next, within three hours, we’d send an offer. Then, invite the client to a private channel with useful resources. And finally, follow up two days later. That’s it. Super clear, easy to follow, and no room for confusion. This gave the team a solid playbook, and guess what? The results started rolling in pretty quickly. Six months in, we hit our sales target, and the process became so streamlined that even new hires could jump in and hit the ground running.

As a bonus, the vendor saw how organized we were and decided to increase the company’s credit limit. That was a game changer. It meant the business could stock up on more inventory than they initially planned, which helped them hit sales goals on the best possible terms. Long story short, the business strengthened its position in the market and set itself up for long-term success.

Fast forward to a corporate event later on. The head of the vendor’s U.S. branch gave my client a public shout-out for his methodical approach. This guy had been in the game for over 40 years, and he said he knew right away that my client wasn’t just in it for short-term wins. He saw that this approach would lead to long-term success. That kind of recognition? It builds trust, opens doors, and lays the foundation for even bigger opportunities in the future.

Now, here’s the thing: sales, much like sports, is all about consistency. It’s a marathon, not a sprint. And if you’re a business without years of experience under your belt, trying to go full throttle right away can be risky. It’s one of the reasons so many startups fail—they want everything too fast. When clients bring me on board, they often expect instant results. But the truth is, ambition has to be grounded in reality. Set goals that push you but are also doable. And like Arthur Ashe said, “Start where you are, use what you have, do what you can.” Building a solid sales strategy takes structure and patience.

Here’s a fun fact: according to HubSpot Sales Research, companies that use a structured sales approach reach their goals 50% faster. Plus, they see an 18% higher deal closure rate. Pretty solid proof that keeping things systematic pays off!

So, my advice? Keep it simple, stay organized, and watch your sales soar.

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