How to Radically Improve Your Sales With a Sales Process Template

sales process template

Etymologically-speaking, the word “template” has an interesting history. Our modern usage of it is linked to the Proto-Indo-European word “tempos”, which means “to stretch”. Specifically, though, it refers to time and the stretching of it.

As time-bound human beings, making use of templates allows us to have more time each day. By completing recurring processes and actions far faster overall whether they’re marketing processes or sales processes, we’re able to, in a way, cheat time itself.

For sales teams, templates are a necessity for both cheating time and doing great work, repeatedly.

Seeing as 20% of sales staff turnover happens within the first 45 days, there needs to be a thorough, documented template for how to onboard staff properly. Similarly, for the sales process itself, there needs to be a sales process template (or better yet, templates).

With such playbooks at hand, it could help your team become high performers by a whopping 33%!

That’s why, in this Process Street post, I’ll discuss what a sales process template is, provide you with a stellar sales process template, and tell you how you can use more or even build your own templates from scratch.

Just read through the following sections:

Or, if you can’t wait and want to start using the aforementioned stellar sales process template, here’s our MEDDIC Sales Process Checklist Template:

Click here to get the MEDDIC Sales Process Checklist Template!

Carry on reading to find out how to cheat time further. ⏳

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Sales Processes: 20 Checklists to Increase Sales in Your Business and Perfect Your Sales Process

9 checklists sales processes

For sales professionals today, only 34% of their time is spent selling.

This begs the question, what are they doing for the remaining 66% of the time?

Sales teams struggling to keep up with data entry, quote generation, and other tasks drag sales reps away from potential leads. As such, 54% are expected to miss their quotas every year.

What you need are optimized sales processes that outline the best sale practices drawing from up-to-date research and findings.

This is where Process Street comes to save the day.

In this article, you’ll find 20 structured sales processes based on industry best practices which you can access for free. Simply click Edit Checklist to add any process to your Process Street account, so you can start supercharging your sales process today!

For a quick taster, check out our MEDDIC Sales Process Checklist Template below:

Click here to get our MEDDIC Sales Process Checklist Template!

You can click on the relevant link below to jump to your template of choice.

Click on the subheader below to jump to the relevant section, alternatively scroll down to find out all we have to say and perfect your sales processes.

With that said, let’s get started!
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8 Ways to Improve Sales Productivity with Consistent, Repeatable Processes

sales productivity

What does your sales process look like right now? According to research by Vantage Point Performance, 66% of B2B sales teams don’t even have a sales process.

The vast majority of companies surveyed in that Vantage study had a revenue over $250m, and 39% made over $1b each year. These companies aren’t failing. In fact, they’re doing well.

So many companies get by without documented processes, it’s enough make you question why it’s worth implementing them at all.

…That’s until you check the rest of the stats.

Why you should bother with a formal sales process:

  • A formal sales process improves revenue by 18%
  • 3 hours per month on pipeline management improves revenue by 11%
  • Trained salespeople bring in 9% more revenue
  • Organizations that followed all three of these best practices above saw a 28% increase in revenue vs. those that do not
  • A formalized sales process leads to a 65% increase in individual reps hitting their targets and an 88% increase in companies hitting their goals
  • A sales playbook makes you 33% more likely to close sales at a higher rate

Simply playing it by ear — especially when you’re in the realm of $1b+ revenue — seems ridiculous. The benefits of documented processes are obvious to many organizations. As you can see, the numbers relate to real money.

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Managing Your BANT Sales Qualification Process with Checklists and Close.io

close-io-and-process-street

What is BANT qualification?

Let’s say you’ve got a list of leads. You don’t know which, but some will be ready to buy right now. Others, however, won’t have the slightest bit of interest…

The only way to find out is to call them. And that’s where BANT qualification comes into play.

Invented by IBM sales teams, BANT is a series of criteria, which stands for:

  • Budget. What is the prospect’s budget?
  • Authority. Does the contact have the right authority to buy?
  • Needs. What needs does your prospect have? Do they match your product or service?
  • Timeframe. How soon are they wanting to implement a solution?

Any one of these questions can be used to disqualify a prospect, or at least help you decide how to proceed with that particular contact.

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