How do I get my team to follow the sales process?

Designing a good process is the easy half. Getting a team of independent, confident people to actually run it the same way, deal after deal, is the hard half, and that is where you are. Their resistance is not defiance. Reps trust their own instincts, and a process can feel like it is second-guessing them. Consistency comes when the process obviously helps the rep, not just the reporting. If running it feels like extra work that serves your dashboard, they will skip it the moment they are busy. If it helps them win and see what to do next, they will keep it even when no one is watching. Design for the rep's benefit and adoption follows. Ask your reps where the process actually slows them down, and fix that part first. When they see you make it serve them, not just you, they start running it because it works, not because they were told to. A process people believe in is the only kind that runs consistently.