How to Structure and Digitalize Your Sales Process for Business Growth with Special Guest Torbjörn Johansson
How to Structure and Digitalize Your Sales Process for Business Growth
Special Guest: Torbjörn Johansson, Owner and Sales Consultant at Vojigo AB, specialist in structured sales systems and certified Pipedrive CRM expert
In this episode of Boost Your Business by Business Heroes®, Sarah Watz sits down with Torbjörn Johansson to discuss a silent growth killer in many small businesses: an unstructured and chaotic sales process.
Torbjörn brings decades of experience helping business owners transform scattered sales habits into unified, efficient systems using tools like Pipedrive. Most companies that reach out to him are still using individual spreadsheets, disconnected tools, or no process at all, leaving sales teams unsupported and growth unpredictable.
This conversation isn't about learning how to “sell better.” It’s about building clarity, consistency, and collaboration into your sales process so everyone can work smarter, not harder.
What we talk about:
✅ Why so many small businesses lack a shared sales process
✅ How does using multiple systems (or no system) stall growth
✅ What a structured and digitalized sales process looks like
✅ Common CRM mistakes and how to fix them
✅ Why CRMs should support real sales work—not just reporting
✅ How Pipedrive can help teams collaborate and improve over time
✅ The role of sales managers is refining the process, not just supervising
✅ The impact of shared systems when someone is sick, on leave, or leaves the team
Actionable takeaways:
→ Stop letting every salesperson choose their own tools. Unify the process.
→ Choose a CRM (like Pipedrive) that supports day-to-day sales, not just management.
→ Map your ideal customer journey and match your sales stages to it.
→ Involve your sales team when designing the process. They’re your best source of insight.
→ Make your CRM the daily workspace, not an afterthought for reporting.
Connect with Torbjörn
📺 Watch to the podcast on YouTube
Let’s reflect
Does your sales process work for everyone on your team, or just the top seller? What would be possible if your CRM truly supported daily sales conversations?
Join the conversation
This episode is just the beginning. We’re continuing the conversation inside our free community, where we talk about how to implement these ideas in real businesses. Join here
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