Most martial arts school owners know they need a process for handling leads, but few have a clear way to see and understand their pipeline. That’s where the Sales Tree comes in.

It’s a framework designed to help you map out every step of your sales process, so you can see exactly how leads move—or don’t move—toward becoming paying students.

What Is the Sales Tree?

The Sales Tree is a visual map of your sales process. It helps you track three key pieces:

1. Actions → What you do (e.g., send a text, call, email, schedule a trial).

2. Outcomes → What happens as a result (positive or negative).

3. Reactions → What you do in response to those outcomes.

By connecting these three pieces, you create a living framework that keeps your pipeline consistent and predictable.

Breaking It Down: Actions, Outcomes, and Reactions

1. Actions (What You Do)

An action is something you or your system initiates. Example: A lead fills out a webform, and your first action is to text them.

2. Outcomes (What Happens Next)

Every action leads to an outcome—either positive or negative.

• Positive outcome: The lead responds, moves toward booking a trial, or asks a good question.

• Negative outcome: The lead doesn’t respond, ignores the message, or drops out.

Think of outcomes as the fork in the road: either the lead is moving toward enrollment or away from it.

3. Reactions (How You Respond)

A reaction is what you do in response to the outcome.

• If the lead responds (positive), your reaction might be: “Great! Let’s schedule your free trial.”

• If the lead doesn’t respond (negative), your reaction could be a follow-up message, a call, or moving them into a nurture sequence.

Example: The First Branch of Your Sales Tree

• Action: You send a text to a new lead.

• Positive Outcome: They respond.

  • Reaction: You answer their questions, then schedule them for a trial.

• Negative Outcome: They don’t respond.

  • Reaction: You follow up later with another text or phone call.

Repeat this process down the tree, and you’ll see every possible path a lead might take.

Why the Sales Tree Matters

Without a defined tree, most schools handle leads inconsistently:

• Some get a call back right away, others don’t.

• Some receive reminders, others fall through the cracks.

• Some no-shows get followed up, others get forgotten.

The Sales Tree eliminates guesswork by:

• Standardizing your process (everyone gets the same actions).

• Making outcomes predictable (positive vs. negative paths are clear).

• Keeping leads moving (no more dead ends or missed follow-ups).

Final Thought

Every lead is either moving closer to you—or away from you. The Sales Tree helps you make sure that no matter the outcome, you always have a reaction that keeps the process alive.

If you want more students without burning out, start by mapping your own Sales Tree. Define the actions, outcomes, and reactions—and you’ll have a sales process that works like a machine.