Sales Processes From Prospecting to Closing
Unless you’ve been refining your sales processes for years, you’ll probably find that they’re less than perfect…
The thing is, as soon as you get good processes in front of your team, you can track their work, improve their performance, and start closing more deals than ever.
That’s why we put together this huge list of checklists.
In this post, I’m going to give you a brief outline of each and how they can help your business!
Writing sales processes which are tailored to your business needs help employees be more efficient and more successful.
A failing sales team means falling revenue. To thrive in your industry you need to be creating new leads and closing those leads. This is why we’ve put together these 9 checklists focused around outbound sales practices to help you create more sales opportunities and bring in higher revenue.
Combining your sales processes with a CRM system allows you to not only monitor the workflow in Process Street but to be able to measure all output as well. Within these templates, you’ll find overviews of CRMs and how they can be integrated within Process Street to help automate your team.
If you want to dive in and go straight to the checklists, here they are:
- Sales training process checklist
- Weekly sales prospecting checklist
- Cold calling checklist
- BANT sales qualification call process
- Sales presentation template
- Sales pitch planning checklist
- Closing the sale checklist
- Order processing checklist
- Monthly sales report
Sales Training Process Checklist
Hiring new staff is meant to give an injection of productivity and new ideas into your company. Hiring sales team members is a proven way to scale your business and drive the success of the company. But if you aren’t training your new hires effectively then you’ll waste this opportunity. Put time and effort into your trainees and they will pay you back by generating leads and closing sales.
We’ve created this 90-day process to help you turn your fresh-faced newbie to a professional deal closer. Go through week by week, from learning the phones to presenting at conferences.
See the infographic below for a snazzy overview of the process!
Weekly Sales Prospecting Checklist
Sales prospecting is a vital task in any outbound sales team. It’s the front line in the trenches battling for your potential customers. If you can’t locate clients you can’t close clients.
It’s a simple as that.
This Weekly Sales Prospecting Checklist guides a prospector through their role on a week by week basis, allowing you to monitor the way the first step of your funnel is being run. With explanation of how to use Linkedin’s Sales Navigator to tips on how to make the most from Twitter’s Advanced Search, this process will keep your team on track.
Cold Calling Checklist
Cold calling is as much an art as a science. There are different theories about the best ways to approach it. Fortunately, we decided to cover a number of them within this checklist to help you decide which approach is best for your business.
Precision and timing is key to successful cold calling:
Cold-calling has what I refer to as a “7 Second Rule.” This means that upon cold-calling a new prospect you, as a sales professional, have about 7 seconds to differentiate yourself from every other company or competing sales individual who is contacting this person on a daily basis.
This is why our checklist has been geared to encourage you to update and improve the process as you use it – learning from each call.
BANT Sales Qualification Call Process
This one’s a little special.
This is our internal Sales Qualification Call Process here at Process Street. It uses the IBM process BANT to qualify our potential clients.
BANT stands for budget, authority, needs, and timeline. This gives you the crucial information to know you have the right client in the pipeline.
Sales Presentation Template
We’ve all been there. You have a big presentation coming up and you’re struggling to pull your presentation together.
Well, struggle no more.
Our Sales Presentation Template helps you create the right sales presentation for your business. From selecting your Buyer Persona to constructing a compelling narrative, this checklist will walk you through the process in an easy to follow way.
Filled with useful links and further reading, this process can help breakdown a daunting task into manageable chunks.
Sales Pitch Planning Checklist
Once you’ve written your sales presentation you have to face the reality of delivering it.
This checklist is geared toward a sales pitch to a boardroom or a conference. A big event which is likely of great importance to your business.
It contains some tips and tricks for public speaking, things to know about your audience, and widgets to help your team members collaborate with you to make your pitch the best it can be.
Closing The Sale Checklist
Your whole pipeline has lead you up to this point. You’re sat opposite the client with the hopes of the company on your shoulders – don’t screw it up.
This checklist provides informative guides to help you close deals with a host of recommended further reading. More than this, the checklist will run you through all the administrative elements of closing a sale to make sure you don’t miss anything. This process is geared to help you transition from a sale to a successful client relationship.
Order Processing Checklist
Effective sales order processing makes certain that the client receives what you sold them, and is happy with it.
This process contains a number of widgets which help you contact all the relevant people in the order processing flow. From confirming times and dates with clients to doing the same with delivery companies.
The key element in order processing is to record all the right information and to convey that to each person in the process.
Monthly Sales Report
Another successful month completed.
Before you pat yourself on the back you need to know how successful the month has been and where you have room for improvement.
This is where the Monthly Sales Report comes into play. This process guides you through analyzing your team performance, assessing the pipeline, and creating forecasts.
Use this checklist at the end of every month to review your sales process, problems, and successes.
Looking for other checklists? Perhaps you need to smooth out your processes for your client onboarding? Or, you need to improve your human resources processes?
Take a peek at some of the other checklist packs below to see which ones you can implement in your business.
- 4 Checklists to Perfect Your Client Onboarding Process
- HR Templates: The Perfect Pack for Company Success
- 6 Checklists to Perfect your New Employee Onboarding Processes
Be sure to sign up for a Process Street account to start using all these checklists and more, improving your sales processes, and closing more deals. Go get ’em!