What’s a sales process?

A sales process is a series of repeatable stages that an AE or SDR takes to take a prospective customer from awareness to a closed deal.

Basically, a prospects path goes from a need to a genuine purchase and for the AE and SDR’s it’s a roadmap.

Understanding the multiple factors in a sales process will make the person selling that much stronger.

The Benefit of having a Sales Process

Here’s a tip that every AE and SDR needs to learn early in their career: Sales is not some secret formula. Quite the opposite; every time we are selling something, there is a clear and definable, step-by-step process which, when done correctly, almost always leads to a sale.
  • AE’s and SDR’s hate following rules and routines, and who can blame them? But surprisingly, two-thirds of all sales reps don’t follow a sales process.
  • Reps that use a structured sales process outperform those that don’t. But, how do you create a standardized sales process for your organization?
  • We share 10 ways a sales process can benefit your sales team, including how it can help you improve performance, forecasting accuracy and most importantly – revenue.

The most important stages of the sales process are:

Sometimes, these deal stages will change. Different industries and even similar businesses may use five or nine steps instead.
  • Preparation & Research
  • Rapport
  • Prospecting
  • Needs Assessment (Discovery)
  • Pitch/Presentation
  • Objection Handling
  • Closing
  • Follow-Ups, Repeat Business & Referrals