Process is built for accountability, for fair treatment, for scalability, for sanity. Here for March Madness is a “Sweet 16” that requires a repeatable process or you end up with a mess.
Let’s review why process exists:
1. The sales team cannot get quotes out of the sales engineering (SE) team?
2. When in the sales cycle should a proposal even get to the SE team?
3. The management cannot get a sales funnel forecast that they can rely on. Must you really have to spend a ton on a CRM to get this?