Engagement · Topic 4 of 4
What is sales?
By RISE Business Framework · Created by Gary Harper and Brandon McCurdy · Reviewed
Sales is turning leads into paying customers. It is where branding, marketing and advertising become revenue. In RISE, sales mirrors the four quadrants. You resource the team, inspire it, build sales systems, and engage customers with persistent, personal follow-up until prospects become loyal customers.
Key takeaways
- The four steps run as a cycle: Resources of Sales, Inspiring a Sales Team, Systems of Sales, Engaging Customers.
- The Resources worksheet answers WHO, WHAT, HOW and WHEN for your sales team.
- A motivation matrix shows whether your team sits in positive or negative motivation and engagement.
- The RISE sales funnel has seven stages split between marketing and sales.
- RISE best practice is to follow up with leads at least 16 times across multiple channels.
Sales in the RISE Business Framework
Sales is the fourth Engagement topic in RISE. The goal is to convert leads into paying customers efficiently and sustainably.
Its four subtopics follow the RISE quadrants in order: Resources, Inspiration, Systems and Engagement. The same order that builds the business builds the sales team.
Why sales matters
Without the right people, tools, pay plan and training, leads go unworked and quotas go unmet.
Without a follow-up system, salespeople give up early. RISE's 12-contact model shows most quit long before a prospect is ready to buy.
“In sales, it's not just about closing deals; it's about building relationships.”Gary Harper
The 4 tools of Sales
1 of 4
Resources of Sales
Define who sells, what tools they use, how you pay them, and when they train each week.
2 of 4
Inspiring a Sales Team
Recognize wins, hold scheduled feedback sessions and set clear goals to keep the team positively motivated.
3 of 4
Systems of Sales
Run a replicable sales process through a seven-stage funnel, from fresh leads to closing.
4 of 4
Engaging Customers
Stay in touch through personal, persistent contact until prospects become loyal customers.
How to build sales with RISE
- 1
Resource the team
Answer WHO is on the team, WHAT tools they use, HOW you pay them, and WHEN you train weekly.
- 2
Inspire the team
Recognize achievements, hold scheduled feedback sessions and set clear performance goals.
- 3
Build the sales system
Map your funnel from fresh leads to closing, with lead scoring, segmentation and reporting.
- 4
Follow up persistently
Contact leads at least 16 times across multiple channels.
- 5
Sell the way customers prefer
Personalize interactions, respond quickly to feedback and use channels like email, SMS or chatbots.
Quick self-check
“We have a proven sales process, weekly training and measurable success turning leads into paying customers.”
AI RISE Coach
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“Help me build a repeatable sales process and a follow-up plan for my leads.”
Frequently asked questions
How do you build a sales process for a small business?
RISE maps a seven-stage funnel: fresh prospects and leads, prospect engagement, lead nurturing, opportunity handoff, advancement, negotiation and closing. Add a follow-up rule and weekly training.
How many times should you follow up with a lead?
RISE best practice is at least 16 times, using multiple channels for outreach.
How often should a sales team train?
RISE builds weekly training into the sales plan, with a set program, day, time and location. Ongoing training maintains a culture of sales.
Related in RISE
- Advertising (Engagement)
- Talent Development (Resources)
- Business Pipeline (Systems)
- The Engagement quadrant
Further reading
- Marketing and sales (U.S. Small Business Administration)
- Sales articles (Harvard Business Review)
- Sales process guide (HubSpot)
