Sales Process Audit: The Sales Playbook Fix That Instantly Restores Pipeline Velocity in B2B Sales

A broken sales process quietly erodes revenue long before your team realizes what’s happening. In this episode, I walk through a full sales process audit and break down the exact steps founders and sales leaders should use to diagnose where their pipeline is leaking. Most teams think they need more leads, but once you run a real sales process audit, you’ll see the truth: the system is bottlenecked, the sales playbook is unclear, and reps are forced to improvise because nothing in the funnel is documented with clarity. If your B2B sales motion feels inconsistent, or your reps can’t explain why certain deals stall, this episode gives you the diagnostic framework to fix the problem at the root.

Instead of piling on more lead generation or more sales training, I show you how to rebuild the fundamentals so the machine runs without drama. A true sales process audit exposes the hidden friction points — the spots where follow-up collapses, qualification gets subjective, and pipeline velocity stalls because the sales system isn’t doing the heavy lifting. This is the episode founders send to their teams when they’re tired of guessing and want a structured approach to repair their B2B sales funnel without burning more cash on volume.

What you’ll learn:

• How to identify the 3 pressure points that break every sales playbook under real lead flow
• The difference between a rep problem and a system problem (and why most leaders misdiagnose it)
• How to patch the single biggest leak inside your B2B sales funnel without changing lead sources
• The trigger-based follow-up rule that replaces endless sales training sessions
• The precise questions to ask when your lead generation feels inconsistent but the root cause is operational

A real sales process doesn’t depend on heroic reps. It depends on a documented, scalable sales system that removes discretion, eliminates complexity, and lets any competent rep execute. If your goal is to scale past the messy middle, you need a process that survives pressure, volume, and handoffs — not one that collapses the moment your pipeline gets busy.

If you’re serious about building a scalable sales operation, subscribe to the show and share this episode with a founder or sales leader who needs it. And if you want help applying this inside your team, message me directly on LinkedIn or Instagram.

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If you want deeper breakdowns, frameworks, and live sales teardowns, subscribe to the YouTube channel — that’s where I publish full visual walkthroughs every week.

https://www.youtube.com/@SellForScale

To connect with me directly, follow me on LinkedIn. I share daily insights on high-ticket sales, scaling, and building predictable revenue systems.

https://www.linkedin.com/in/dylan-starr-a07698110/

Chapters

• 0:00 Introduction: The Foundation of Scaling Sales
• 0:06 Common Mistakes in Scaling Sales
• 0:21 The Importance of Auditing Your Sales Process
• 1:17 Case Study: Scaling an Agency
• 2:44 The Power of a Documented Sales Process
• 3:19 Identifying a Broken Sales Process
• 3:57 Steps to Audit Your Sales Process
• 4:08 Mapping Out Your Sales Journey
• 5:54 Identifying Drop-Off Points
• 7:02 Simplifying and Documenting Your Process
• 7:49 Conclusion and Next Steps
• 8:13 Teaser for Next Episode