Activity-Based Selling puts you in the driver’s seat by focusing on what you can control—your actions. With your CRM tracking every call, email, and meeting, you break big goals into daily wins. No more stressing over unpredictable results; just clear steps that build momentum and boost confidence.
Plus, your CRM provides real-time data to spot what’s working and where to improve. Struggling to close deals? The insights show you where to adjust. Thin pipeline? Time to ramp up outreach. This means you can fine-tune your sales process, coach your team smarter, and scale faster—keeping control at every step.
Discover our 8 Part CRM philosophy on Activity-Based Selling. Start winning every deal today!
- Activity-Based Selling: The Philosophy That Puts You in Control
- From Goal to Action: The Five Steps to Sales Success
- Design Your Sales Pipeline Stages
- Build a Customer-Centric Sales Pipeline
- Define and Refine Your Lead Qualification Process
- Forecast with Precision: Identifying and Analysing Roadblocks
- Scale with Confidence: Forecasting Future Demand
- Optimise As You Go: How to Report, Adapt and Win
01 | Activity-Based Selling: The Philosophy That Puts You in Control
We’ve all seen those posters of people at the top of mountains, arms raised, full of triumph. Sure, a bit cheesy—but if you’ve ever actually climbed a mountain, you know they’re on to something.
Selling is no different.
From the base, the summit (your sales target) can feel intimidating. But if you’ve got the right map—your sales process—and you focus on the steps, not the peak, everything changes.
That’s what Activity-Based Selling (ABS) is all about.
What is ABS?
It’s simple: focus on what you can control.
Sales outcomes are unpredictable. But actions—calls made, emails sent, demos booked—are in your hands. ABS shifts your focus from stressing about the target to confidently climbing toward it.
Why It Works
Let’s say your conversion rate is 10%.
Instead of obsessing over winning 10 new customers, ABS tells you: “Identify 100 good-fit prospects and follow your process.” That’s measurable, doable—and scalable.
ABS in Action
- 10 calls = 1 sale
- Want 50 sales? Make 500 calls
- Weekly target = 10 calls
- Now it’s predictable, repeatable, and motivating.
ABS Gives You:
- Total visibility into what’s working
- Real-time feedback loops
- More efficient sales hours
- Objective data to manage, coach and improve
02 | From Goal to Action: The Five Steps to Sales Success
If ABS is your map, your CRM and daily actions are your compass.
To stay on course, start with these five steps:
- Set Clear Goals
Know what you’re aiming for. Be specific. - Find Your Why
Tie your goals to a personal reason—career progression, pride, impact. - Map Your Successes
What’s worked before? Repeat it. - Break It Down
Daily and weekly action metrics are key. Don’t just aim—track. - Reflect and Adjust
Celebrate wins. Learn from stumbles. ABS means real-time course correction.
03 | Design Your Sales Pipeline Stages
Set your checkpoints before you climb.
Sales stages are your route markers. They bring structure, visibility and momentum.
Typical Pipeline Stages
- Lead Identified
Record contact info. Open comms channels. Be ready. - Initial Contact Made
Follow every call with an email. Don’t let leads go cold. - Discovery Call / Qualification
Uncover needs, pain points, timelines. Make it about them. - Proposal Sent
Use what you’ve learned to tailor your offer. - Deal Won
Celebrate! Then hand over smoothly to Customer Success for onboarding.
04 | Build a Customer-Centric Sales Pipeline
Think like your customer.
Too often, pipelines are built for sales teams—not buyers.
A Real Customer Buying Process Looks Like:
- Problem recognition
- Information search
- Evaluate options
- Decision
- Purchase
- Post-purchase reflection
Building Your Pipeline: 4 Quick Wins
- Start with the buyer in mind
- Consult your team
- Tailor stages to different sales scenarios
- Review and refine monthly
Feedback isn’t criticism—it’s improvement fuel.
05 | Define and Refine Your Lead Qualification Process
No more time wasted on dead leads.
The best salespeople don’t chase every lead—they qualify fast and focus hard.
Four Steps to Strong Lead Qualification
- Set Clear Lead Definitions
Work with marketing to define your Ideal Customer Profile (ICP). - Choose a Qualification Framework
BANT, MEDDIC, CHAMP—pick one and embed it in your CRM. - Automate Smartly
Use tools (like Smart Contact Data) to research and score leads fast. - Refine Your Workflow
What gets measured gets improved. Celebrate quality over quantity.
Result?
Better leads
Higher close rates
Happier team
06 | Forecast with Precision: Identify and Analyse Roadblocks
You can’t fix what you can’t see.
Most missed targets aren’t about effort. They’re about blind spots.
Use ABS to Spot the Gaps
One sales person makes 100 calls, another makes 100 calls. But only one closes. Why? Maybe it’s what happens after the proposal.
To Diagnose, You Need:
- The right data
- The right activity metrics
- Real-time visibility into your pipeline
With ABS, you’ll spot breakdowns fast and coach with confidence.
07 | Scale with Confidence: Forecasting Future Demand
You can’t scale if you can’t see what’s coming.
Sales forecasting isn’t just about pleasing finance—it’s your growth strategy.
Forecasting 101
- Know what the forecast is for
Budgeting? Goal setting? Hiring? - Know who you’re forecasting for
Teams, regions, or sales teams? The method changes. - Pick a Time Frame
Monthly, quarterly, or annually? - Choose Your Method
- Opportunity stage
- Sales cycle length
- Historical trends
Pro tip:
Use both data and common sense. If January’s revenue dropped last year due to weather—and this year it’s warmer—you can adjust with confidence.
08 | Optimise As You Go: How to Report, Adapt and Win
Even the best climbers check the map mid-journey.
Once your process is in place, don’t stop there. Keep optimising.
Step 1: Set Clear Goals and Expectations
- Define pipeline targets at every stage
- Track daily and weekly KPIs
- Co-create goals with your team—they’ll buy in
Step 2: Track Short-Term and Long-Term Goals
- Daily actions drive long-term success
- When short-term goals miss, check if they align with the big picture
Step 3: Use a Visual Dashboard
- Make the sales pipeline visible
- Help your team see where they stand at a glance
- Coach from data, not gut feel
Final Thought
The ABS method isn’t just a better way to sell—it’s a better way to lead, forecast, coach, and scale. Focus on the steps, stay committed to your process, and the summit will come into view faster than you think.
We would love to hear from you, please get in touch to arrange a Complimentary CRM Sales & Marketing Review call!
Expert CRM Guidance – https://www.stormspace.co.uk/
Contact us to set up a call – louise@stormspace.co.uk
