I had one of those “blinding flashes of the obvious” (BFO) recently while guiding a group through our 12-week sales training program. They weren’t selling car parts, but the comparison that came to mind was all about engineering a smooth, powerful machine.
A well-designed sales process is like the engine of a high-performance machine. You start it, and everything runs smoothly—consistent results, predictable outcomes, and the ability to operate at whatever speed you want. But if that engine sputters, stalls, or breaks down, it’s not because you haven’t tried hard enough; it’s because the machine was poorly designed in the first place.
Your business is no different. Like any efficient machine, it should be built to generate consistent, high-quality results through well-designed processes. These processes are the core components—the “parts”—that keep the machine of your business running smoothly.
Every business is a machine, and every machine needs to be built on systems. Whether it’s how you manage sales, how you serve clients, or how your teams execute their roles, systems and processes are essential to running a business efficiently.
The truth is, if you haven’t built processes for your business yet, it’s limiting your growth—this is what John Maxwell calls the “Law of the Lid.”
Your business can’t grow beyond your own efforts. The more you try to control everything manually, the more chaotic and exhausting the experience becomes. You can work as hard as you like, but the reality is, your business won’t thrive under that kind of pressure. Without processes, your business becomes a rollercoaster—one where you’re constantly fighting fires and struggling to stay profitable.
But here’s the thing: your business wants to teach you something. It’s telling you that it can run, and run smoothly, but only if you lead it properly. And leading it properly means giving it systems to follow.
Stop relying on brute force to run your business. Start designing systems that allow it to work seamlessly without you constantly pulling the levers. When you build your business engine with the right processes, you create the opportunity for consistent, scalable success.
The choice is clear—create processes, or stay stuck in the chaos.