What is a sales process? Quite simply it is the way in which a sales organization functions – Sales process brings control and no company can expect to control external events if they do not have control internally. But, it is not uncommon for an organization’s sales process to restrict and even stifle success by being far too rigid. In many scenarios, creativity is discouraged, and the rules are very black or white. In our opinion, a sales process should act as a “guide” particularly where activity is concerned, and always be flexible enough to accommodate individuals who sometimes need to work outside of the “boundaries”.