With sales, in the very beginning you can just work in whichever way makes the most sense and test many different things out, not worrying too much about process. Mark Suster calls this "evangelical sales" http://www.bothsidesofthetable.com/2010/10/12/startup-sales-...

Though as a sales team scales, a sales team need to become more process driven so that the company can keep better track of everything that is going on and make sure that everything can be kept track of and organized.