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Get ready to create a repeatable sales process template. This guide walks through how to create the ultimate sales process template that will boost prospecting, qualification, and forecasting so that you can arm your salespeople with the knowledge they need to close deals faster.

Prepare to take the uncertainty out of prospecting and lead qualification, create performance and conversion rate expectations, and get your salespeople aligned.

What is a sales process?

A sales process defines how a company’s salespeople should prospect, , handle objections, and close deals. It’s a guide for existing sales reps and a training tool for new ones.

Do you have a well-documented sales process? Or, do you have that one sales rep who brags about “just winging it” or “going with the flow?” Chances are their performance is not consistent. They might get lucky, but that free-flowing “process” isn’t exactly reliable. Worse, that rep’s attitude infects your sales team, and you end up with a company that can’t meet its targets.

There are many approaches and methodologies for creating and communicating a sales process. The first step is identifying what you want to achieve.

Why build a sales process?

A sales process sets your team up for success. It translates into deeper accountability, better forecasting, and increased revenue.

And with , the need for a sales process has never been greater. Why? Because it gives your salespeople the information they need to excel at their jobs. A sales process also helps them create a consistent experience for your prospects. In short, a sales process template lets sales reps know exactly what to do at any given point in the funnel, whether new or experienced.

don’t review and update their sales processes, meaning their teams are not operating at their peak performance level. More often than not, sales managers know it’s a good idea to have a repeatable sales process but don’t know where to start.

At ���ϳԹ���, we empower sales reps by . More on that later, but first, we’ll cover sales process steps. Then, we’ll share our sales process and how we use it to improve our sales team’s performance.

PRO TIP: Access the free prospect-centered .

Sales process template steps

1. Prospecting

2. Lead qualification

3. Connecting

4. Identify pain points

5. Conduct a demo or free trial

6. Handling objections and questions

7. Make an offer

8. Close the deal

9. Deliver the product

10. Cross-sell/upsell

Every company will have a slightly different sales process because of its capabilities, target market, and culture. Before going further, here are some awesome resources to help you get started:

• If you’re looking for a sales process pdf, from HubSpot and Aircall. You can also find more resources on the HubSpot sales process .
• If you want a detailed step-by-step tutorial, watch our CEO, Melanie Fellay’s “” webinar. In the first part of this two-part series, she’ll walk you through account planning, prospecting, pipeline management, quoting, and proposals.
• In the second “” webinar, you’ll dive into account management, performance scores, and support.

Here’s a sneak peek of the end-to-end ���ϳԹ��� sales process:

1. Prospecting and lead generation

Prospecting is the stage in the sales process where your marketing or sales team actively seeks out potential leads. The goal is to create a pipeline of potential customers your team can engage with and convert into customers. Prospecting comes in different forms. You can prospect on social media and create lead-generation campaigns. You can skip this step if your sales process relies on getting leads from third-party sources (like referrals or vendor buying lists).

Prospecting is a key step in the sales process, and SEO can be a powerful tool in helping your team find potential leads. By optimizing your website for search engine rankings, you can increase visibility and drive more organic traffic to your website. Doing this will generate more leads and increase the size of your lead pipeline. By optimizing content for search engine rankings, you can ensure the right people see your website and help your team connect with the right prospects.

Related activities include:

• Searching LinkedIn
• Attending trade shows
• Attending networking events
• Email outreach
• Cold outbound lead generation

2. Lead qualification

Not all prospects are created equal. Some have the potential to be fantastic clients. Others may turn out to be bad-fit customers and should be avoided. It’s not just a matter of whether or not the prospect can afford it – it’s about whether their needs match your product’s capabilities. Compare the prospect to any Ideal Customer Profiles (ICP) that you’ve created in advance. If your leads are being pre-qualified by another team, mention that in your sales process documentation to clarify the responsibilities.

Additionally, you should have a lead qualification system in place to track and monitor the progress of each lead throughout the sales process. Having an organized sales process template can help with this.

Related activities include:

• Research the prospect online and on social media
• Conduct a discovery call