03Inquiry → Committed Work
Sales
A conversion and scope definition function — not a personality contest.
Position in Value Chain
Department 3 of 7
Core Transition
Inquiry → Committed Work
Role in the Chain
The conversion layer between demand and committed revenue. Sales determines whether opportunities become sold, executable work or evaporate.
When This Department Weakens
What happens when sales breaks down
Estimates are delivered inconsistently. Scope lives in one person's head. Pricing varies by mood. Close rate swings unpredictably — and the business mistakes a lucky streak for a sales system.
The Systems Goal
What strong sales systems look like
Sales process standards, scope feedback loops into Operations, pipeline visibility, conversion tracking, and pricing guardrails that make revenue conversion repeatable — not reliant on one person.
Tracked KPIs
What Pulse measures in sales
These are the key performance indicators Pulse tracks for this department. Your assessment results show how each one compares to stage-appropriate benchmarks.
See how your sales department measures up.
The free assessment takes under 15 minutes and maps your business across all seven departments — with stage-appropriate benchmarks for every KPI.