Struggling with inconsistent sales can feel like an uphill battle—one moment, you’re overwhelmed with opportunities, and the next, your pipeline has dried up. 

Without a clear system, potential clients slip through the cracks, revenue remains unpredictable, and scaling feels impossible. But what if you could transform your sales process into a repeatable, revenue-generating machine? That’s exactly what Alex did. 

Let’s explore how they turned their chaotic sales approach into a structured system that fuels consistent growth.

The challenges of inconsistent sales processes

Meet Alex, the owner of a management consultancy struggling with inconsistent revenue. Some months were great, while others were painfully dry. The issue? A lack of a standardised sales process. Instead of a structured approach, Alex relied on referrals, ad-hoc sales calls, and sporadic follow-ups, all fitted around client project work. Here were the key challenges:

• Unpredictable lead flow – Leads came in waves, leading to feast-and-famine cycles.

• Inconsistent messaging – Sales conversations varied depending on the prospect, making refining and improving the pitch hard.

• Time-consuming proposals – Custom proposals for every lead led to inefficiency, long nights and drawn-out sales cycles.

• Low conversion rates – Closing deals was hit or miss without a consistent offer and clear framework.

Something needed to change. Alex knew they needed a repeatable, reliable sales process if they wanted to scale.

Implementing a productised sales system

Rather than reinventing the wheel with every new lead, Alex decided to productise their sales process by implementing a structured, repeatable system. Here’s what that looked like:

1. Defining a core offer: Alex created a flagship consulting package with clear deliverables and pricing instead of crafting custom solutions for every client. For example, they developed a standardised "90-Day Scale Strategiser" that took clients through predefined steps to identify their obstacles to scaling and a prioritised and costed plan to overcome them. Each step clearly explained and addressed key business challenges, making it easier for prospects to understand the approach and value upfront.
   

2. Standardising the sales conversation: By refining their messaging, they developed a clear, repeatable pitch that addressed client pain points. They also created a simple, repeatable script for sales calls, ensuring that each conversation effectively communicated their offer and value. It also meant they qualified prospects consistently, giving them reliable pipeline forecasts.
   

3. Automating lead qualification: A simple intake form and pre-call questionnaire helped filter out unqualified leads, saving time and improving efficiency. For instance, leads were asked three key questions before booking a call, ensuring they met minimum engagement criteria.
   

4. Streamlining proposals and contracts: Instead of custom proposals for each client, Alex developed a pre-designed proposal template that outlined their productised offer and the additional value they had stacked into it, which made it stand out in the market. This included case studies, expected outcomes, and fixed pricing, cutting proposal creation time in half.
   

5. Creating a follow-up system: A structured email and call follow-up process ensured no potential clients slipped through the cracks. Alex implemented a three-step follow-up sequence—one email immediately after a call, a second reminder three days later, and a final check-in after a week.

This shift turned their sales process into a repeatable machine rather than a series of one-off interactions.

Results: Reliable lead flow and improved conversion rates

After implementing a productised sales system, Alex’s management consultancy saw significant improvements:

• 30% increase in conversion rates – With a refined pitch and standardised proposal process, closing deals became much easier. They added an extra £150k in the first 90 days from this improvement alone.
  

• 50% reduction in time spent on sales – Automating lead qualification and using pre-designed proposals freed up hours each week, which meant more time for billable work and spending time with his family.
  

• Steady revenue growth – With predictable lead flow and consistent conversions, revenue became more stable and easier to forecast.
  

• Improved client experience – Clients felt more confident in a structured, well-defined service rather than a vague, custom-built offering, which made delivery much smoother too.

What once felt like an overwhelming, inconsistent process became a scalable, predictable system that fueled business growth.

Productised sales systems streamline your path to profitability

If your consultancy’s sales process feels chaotic, it’s time to rethink your approach. Implementing a productised sales system eliminates inefficiencies, increases conversions, and creates a predictable path to profitability.

Your next step to building a predictable sales process

Don’t let inconsistent sales hold your consultancy back. Download the Ready-To-Buy Playbook today and build a structured sales system that generates reliable, scalable revenue.