How to build an efficient and scalable sales process

In episode 91 of AmplificaCast, we received Luan Taube, co-founder and CEO of Value, for a direct and provocative conversation about one of the most sensitive — and strategic — topics for any company seeking sustainable growth: process of sales. During the interview, Luan shared his vision on how to align culture, people, processes and technology to create a predictable, replicable and highly scalable business model.

With over a decade working on implementing commercial strategies in different sectors, Luan presented a true lesson on modern business management and the essential pillars of a sales process high-performance. In this article, we will explore and expand on the key points covered in the conversation, focusing on how to structure a solid, reliable and growth-oriented sales flow.

Culture is the basis of the sales process

Before talking about metrics, technology or pitch, it is necessary to understand that every sales process starts with the company culture. According to Luan, the biggest mistake many managers make is trying to automate chaos. If the internal culture is not structured — with clear values, vision and speed of execution — the best CRM on the market will not solve the bottlenecks.

He highlights that culture is built with practical attitudes, such as hire people with values ​​fit, define clear performance criteria and adopt transparent communication about expectations and deliverables. In sales, this means knowing what is expected of each role and ensuring that everyone is on the same page with the same focus: generating value for the customer and revenue for the business.

How to structure an efficient sales process

Um sales process A well-designed product has a well-defined beginning, middle and end. It needs to answer fundamental questions: who is the ideal customer? Through which channels can they be approached? What is the best sales approach? And most importantly: how can each stage of the sale be transformed into a replicable pattern?

To this end, Luan advocates the creation of commercial playbooks — true operational manuals that document everything from approach scripts to qualification criteria and follow-ups. The goal is to build a predictable operation, where success no longer depends solely on individual talents and becomes the result of well designed systems.

Alignment between pre-sales and sales

Within the sales process, the separation between pre-sales e sales It is a strategy that allows for greater specialization and efficiency. Luan compares the model to football: the pre-seller is the midfielder, responsible for “dribbling” and building the play, while the closer is the attacker, responsible for converting.

For the model to work, each step needs to have specific metrics. The pre-sales is assessed by the quantity and quality of meetings scheduled — with a focus on work. closer is measured by results — sales made, conversion, average ticket. Separating these responsibilities allows you to accurately assess bottlenecks and continually optimize the process.

Realistic indicators and goals

Another common mistake, according to Luan, is setting goals that are disconnected from reality. He emphasizes that goals should be based on data, considering sales history, seasonality and revenue predictability. “There’s no point in projecting 8 million in sales if you made 1 million the previous year with the same team,” he warns.

The tip is to structure the goals into quarters, and within them, into monthly goals, linked to the sales team's delivery. In addition, managers should be commissioned based on replicability and predictability, that is, not just by the best salesperson, but by the average performance of the entire team.

The role of technology in the sales process

Technology is a powerful ally, as long as it is used wisely. As Luan states, “technology applied poorly will only automate stupidity”. The first indispensable tool in a sales process is CRM , which centralizes information, organizes the funnel and ensures visibility of the operation.

From CRM, complementary tools come into play, such as email automation, pre-qualification bots, prospecting cadences via LinkedIn or WhatsApp, among others. But it all starts with strategy: understanding the ideal customer profile, choosing the right channels and defining the communication flow based on data.

The importance of multichannel cadence

Luan emphasizes that prospecting is like a relationship. He humorously tells how he “stacked the funnel” when he won over his wife: he started with a message on Instagram, then Twitter, WhatsApp, a phone call, and finally in person. The same reasoning applies to sales process.

An efficient cadence needs to be multichannel: phone, email, LinkedIn, social media, events, content. Each touchpoint must be designed to guide the lead to conversion — and this requires discipline, repetition, and continuous optimization. Prospecting is not telemarketing, it is strategy.

Active prospecting and breaking beliefs

One of the most provocative points of the conversation with Luan was the role of active prospecting. He emphasizes that salespeople cannot be prisoners of limiting beliefs such as “no one answers calls”. The reality is that prospecting by phone, when well executed, continues to be one of the most effective strategies.

To do this, the salesperson needs training, repertoire and courage. The call needs to be direct, context-based and with a clear value pitch. According to Luan, “prospecting is the medicine of sales — it’s not for everyone, but it’s what generates the most results.”

Team management and career plan

Um sales process solid also depends on a well-managed team. This includes having clear career progression criteria, such as seller levels (from 1 to 10), and commission systems that encourage effort and punish poor performance.

The rule is simple: whoever hits the target earns more, whoever delivers below 50% of the target receives a “red card” and has 30 days to recover or leave the team. Luan reinforces that commercial management needs to be pragmatic: either you generate results, or you delay the company's growth.

Conclusion: sales process as a driver of growth

Episode 91 of AmplificaCast is a practical lesson on how a well-structured sales process can transform a company's trajectory. By combining culture, technology, strategy and discipline, it is possible to create a predictable, profitable and highly scalable business operation.

If you are a manager, entrepreneur or salesperson, the message is direct: Sales are not improvisation. Sales are a process. And a well-constructed process is what separates average businesses from companies that grow sustainably.

As Luan reinforces: There are no shortcuts. There is work.