The Ultimate Sales Process Template: Boost Your Sales With These Simple Steps

OK, so you know that you need a sales process. Great!

....but what the heck does that actually look like?!

Unfortunately, most advice out there isn't going to help you build your sales process the right way.

You'll either get an overwhelming amount of options, ideas, and various downloads from Google, or you'll get advice that doesn't fit your company's needs right now. 

But don't worry! We've got you covered. In this article, we'll give you a straightforward sales process template that will help you streamline your sales efforts into a transparent, data-driven, repeatable system. 

What is a Sales Process?

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Real quick, let's define exactly what we mean by a sales process.

A sales process is a systematic approach to selling that guides sales activities from prospecting to closing the deal. It provides a structured framework for sales reps to follow, ensuring consistency and efficiency in their sales efforts.

Having a well-defined sales process is crucial for organizations as it helps improve forecasting, increase efficiency, and make better-informed decisions.

What are the Components of a Sales Process?

Spend a few minutes on Google and you'll find endless variations of a standard 5- or 7-stage sales process. For example, Hubspot defines a sales process as a 7-step system:

1. Prospecting.
2. Qualifying.
3. Research.
4. Pitching.
5. Objection Handling.
6. Closing.
7. Nurturing.

Here at Vouris, we have a similar approach:

However you want to build your sales process, simply naming a bunch of steps isn't enough. You've got to outline everything that goes into each stage in detail, using objective language.

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Identify the Stages of YOUR Sales Process

To identify and define the stages of your sales process, start by analyzing your current sales activities. Look at each step you take from the initial contact with a prospect to closing the sale. Break down the process into smaller stages that make sense for your business.

Next, consider the key actions and milestones that occur at each stage. What are the specific tasks or actions that need to be completed to move the prospect forward? Are there any specific milestones or indicators that show progress or readiness to move to the next stage?

Finally, give each stage a clear and concise name that reflects its purpose and the actions involved. This will help you and your team understand and communicate about the sales process more effectively. By identifying and defining the stages of your sales process, you can create a roadmap for success and ensure that every prospect is guided through the process in a consistent and efficient manner.

That's why we get our clients to answer 3 simple questions when they're building their sales process:

Question #1: What are your deal stages?
Question #2: What happens inside each deal stage?
Question #3: How do you move a deal from one stage to the next?

If you can define these, you'll have a central resource that you can use to track, analyze, and optimize around. Any new team members should quickly be able to plug into the sales process without any confusion.

We'll get into a few examples next!

Mapping the Sales Process

To effectively map out the different stages of your sales process, start by identifying the key steps involved in each stage. In the prospecting stage, for example, you might include activities such as lead generation and initial contact. In the qualifying stage, focus on determining if the prospect is a good fit for your product or service. The presenting stage involves showcasing your offering and addressing any objections or concerns. Finally, in the closing stage, you'll work to secure the sale and finalize the details.

Once you have identified the stages and steps, create a visual representation of your sales process. This could be a flowchart or a simple list, depending on your preference. Include clear labels for each stage and step to ensure clarity and understanding.

Remember that mapping out your sales process is not a one-time task. As your business evolves and your sales team gains more experience, you may need to make adjustments and refine your process. Regularly review and update your sales process to ensure it remains effective and aligned with your goals.

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Sales Process Template

A "sales process template" is a standardized framework that outlines the steps and activities involved in the sales process. 

We call ours the "Sales Process Designer", because it's a flexible framework that allows any company to quickly and easily visualize their sales process. 

Here's what it looks like:

In the above image, the columns represent each distinct deal stage, the white boxes represent the specific meetings that have to happen in each deal stage, and the yellow boxes are exit criteria to move from one deal stage to the next.

Try filling this out yourself. You'll probably notice that you have certain areas of your sales process that are very well defined, while others....aren't. If you're not sure which stages to include, start with our steps outlined in the previous image.

Customizing the Sales Process Template

Let's get into a few examples, so that you can see how different types of sales processes can all be visualized using the same basic framework. Whether you're selling to the SMB, Mid-Market, or Enterprise markets, you'll be able to clearly outline your process using the Sales Process Designer.

Example: SMB Sales Process Template

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As you can see here, if you sell into the SMB market, you've probably got a relatively simple sales process.

Instead of coming up with seven distinct stages, maybe all you need is two - like this example above. This sale might be as basic as getting your prospect onto a demo call, followed by a closing call.

For example, let's say you sell advertising services to local restaurants.

Your sales process might be as short as cold calling the owner, setting up a demo call, and then following up with a closing call. As long as you define the stages, the meetings/actions in each stage, and the criteria to move from one stage to the next, you'll be in great shape!

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Example: Mid Market Sales Process Template

Selling into the Mid Market is usually a little more involved than selling to SMB.

If you, like many of our community members, run a B2B SaaS company, this image will probably look more familiar to you than the preceding SMB image.

Here, you tend to have distinct Discovery and Demo stages with technical review, followed by an Evaluating stage. Mid Market deals might involve speaking to more than one decision maker and facing a different series of objections than you might with an SMB sale.

Note the simple-but-objective definitions that go into each exit criteria section. Your stage-to-stage exit criteria should act like a straightforward checklist that's easy to scan and leaves no room for confusion.

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Example: Enterprise Sales Process Template

Enterprise sales processes can get significantly more complex than SMB or Mid Market ones.

But, they can still fit neatly into the Sales Process Designer! If you need to add extra boxes to specific stages or add more stages, go right ahead. Just make sure you keep your language objective and clear.

In this example, you'll note that a lot more activity and meetings go into each deal stage. That's often because the deal sizes are usually much bigger, the products/problems are much more complex, and many more people usually have to be involved.

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Benefits of Using Our Sales Process Template

The fundamental benefit you'll get by using our Sales Process Designer (or any transparent, object sales process template) is a one-page view of your process. This will help get everyone on the same page and make sure your reps all treat their deals the same way. This keeps your pipeline clean across the entire team!

You'll also get a clear chance to analyze your process and look for strengths and weaknesses. Do you notice one stage that's bloated, where deals get stuck? Is your process looks extra heavy or extra light in a particular stage, it might be time to review how you're organizing your deal stages or defining your exit criteria.

If you really want to take it to the next level, you might want to check out our Sales Metrics Analyzer. Once you've used the Sales Process Designer to visualize and define your sales process, you can use the Sales Metrics Analyzer to look for bottlenecks and/or areas of strong performance.

Here's what the Sales Metrics Analyzer looks like, filled in with an example:

What Should You Use In Your Sales Process?

One of the themes you might see repeating here is that you have a lot of different options as to which deal stages and which activities to use in your unique sales process.

So, here's a list of different types of deal stages and meetings/activities (with definitions). Pick the ones that make sense for your company and plug them into the Sales Process Designer!

Prospecting and Lead Generation

Prospecting and lead generation are crucial steps in the sales process. In order to boost your sales, you need to actively seek out potential customers and generate leads. This involves researching and identifying individuals or companies who may be interested in your product or service and building lists of people you can reach out to.

By prospecting and generating leads, you are able to build a pipeline of potential customers to engage with. This allows you to focus your efforts on individuals or companies who are more likely to convert into paying customers.

Prospecting and lead generation also help you to expand your customer base and reach new markets. By continuously seeking out new leads, you can ensure a steady stream of potential customers to engage with and ultimately increase your sales.

Qualifying: Identifying Ideal Customer Profiles

Identifying ideal customer profiles is an essential step in the sales process. It involves determining the characteristics and qualities of your target customers. By doing this, you can create a clear picture of who your ideal customers are and what they need.

This process helps in targeting the right prospects because it allows you to focus your efforts on those who are most likely to be interested in your product or service. By understanding the needs and preferences of your ideal customers, you can tailor your sales approach to meet their specific requirements.

Identifying ideal customer profiles also helps in saving time and resources. Instead of wasting time on prospects who are not a good fit for your product or service, you can concentrate on those who have a higher chance of converting into customers. This targeted approach increases your chances of success and allows you to make the most of your sales efforts.

Qualifying leads is an essential step in the sales process. It helps you determine which leads are most likely to convert into customers, saving you time and effort. To effectively assess their potential, start by understanding your ideal customer profile. This will help you identify the characteristics and behaviors that indicate a good fit. Additionally, ask qualifying questions that uncover their needs, budget, and timeline. This will help you gauge their level of interest and readiness to make a purchase.

By qualifying leads, you can prioritize your efforts and focus on those with the highest potential. This allows you to allocate your time and resources more efficiently, increasing your chances of closing deals. To effectively qualify leads, make sure to gather as much information as possible during the initial conversations. This will help you determine if they meet your ideal customer criteria and if your product or service can truly solve their pain points. Remember, qualifying leads is not about disqualifying them, but rather about understanding their needs and aligning them with your offerings.

To effectively qualify leads, it's important to have a clear set of criteria. This will help you evaluate each lead objectively and make informed decisions. Consider factors such as budget, authority, need, and timeline. By assessing these criteria, you can determine if a lead is worth pursuing or if it's better to focus your efforts elsewhere. Additionally, use open-ended questions to encourage leads to share more information about their pain points and goals. This will help you understand their needs on a deeper level and tailor your sales approach accordingly.

Identify Pain Points

Identifying pain points is a crucial step in the sales process. It allows you to understand the challenges and problems that your potential customers are facing. By identifying these pain points, you can tailor your sales pitch and solutions to address their specific needs. This helps you build a stronger connection with your customers and positions you as a trusted advisor who can provide valuable solutions.

Addressing pain points also helps you differentiate yourself from your competitors. By understanding the unique challenges that your customers are facing, you can offer tailored solutions that meet their specific needs. This sets you apart from other salespeople who may be offering generic solutions. By addressing pain points, you can show your customers that you understand their needs and are committed to helping them overcome their challenges.

Furthermore, addressing pain points helps you build trust and credibility with your customers. When you show that you understand their pain points and have solutions to address them, you demonstrate your expertise and knowledge in your industry. This builds trust and confidence in your customers, making them more likely to choose your products or services. By addressing pain points, you can establish yourself as a reliable and trusted partner who can help your customers achieve their goals.

Discovery / Understanding Customer Pain Points

Understanding customer pain points is crucial in the sales process. It involves identifying the specific challenges or problems that customers are facing in their business or personal lives. By understanding these pain points, you can position your product or service as a solution that can alleviate their pain and provide value.

To understand customer pain points, you need to actively listen to your customers and ask probing questions. This will help you uncover their underlying needs and challenges. By empathizing with their situation, you can better understand their pain points and tailor your sales pitch to address those specific needs.

By understanding customer pain points, you can position your product or service as the solution they need. This allows you to highlight the benefits and features that directly address their pain points. By positioning your offering as a solution, you can increase the chances of closing the sale and building a long-term relationship with your customer.

When addressing pain points in sales conversations, it's important to actively listen to your customers. This means paying attention to their concerns, challenges, and frustrations. Ask open-ended questions to encourage them to share more about their pain points.

Once you have identified their pain points, empathize with them. Show that you understand their challenges and that you genuinely care about finding a solution. This will help build trust and rapport with your customers.

Next, position your product or service as the solution to their pain points. Highlight the specific features and benefits that directly address their concerns. Use real-life examples and case studies to demonstrate how your offering has helped other customers overcome similar challenges. By doing this, you can effectively address their pain points and position yourself as the best solution provider.

Conduct a Demo or Free Trial

Conducting a demo or offering a free trial is crucial in the sales process. It allows potential customers to experience your product or service firsthand and see its value.

During a demo or free trial, you can showcase the key features and benefits of your offering, addressing any concerns or objections the customer may have. This hands-on experience helps build trust and confidence in your product, making it more likely for the customer to make a purchase.

Furthermore, a demo or free trial gives you the opportunity to gather feedback from the customer. This feedback can be invaluable in understanding their needs and preferences, allowing you to tailor your offering to better meet their requirements. It also provides an opportunity to address any issues or challenges the customer may encounter, ensuring a smooth and successful implementation of your product or service.

In summary, conducting a demo or offering a free trial is an essential step in the sales process. It allows potential customers to experience your offering firsthand, builds trust and confidence, and provides valuable feedback for improvement. By incorporating this step into your sales process, you can boost your sales and increase customer satisfaction.

Preparing for a demo or free trial is crucial to ensure a successful sales process. First, create a compelling presentation that highlights the key features and benefits of your product or service. Use visuals, such as slides or videos, to engage your audience and make your presentation more memorable. Second, anticipate potential objections that your prospects may have and prepare effective responses. Addressing objections proactively shows that you understand your customers' concerns and are ready to provide solutions. Lastly, practice your presentation and be familiar with your product or service inside out. This will help you deliver a confident and knowledgeable demo or free trial experience.

To deliver an effective demo or free trial, it is important to showcase the product's features and benefits. Start by highlighting the key features that set your product apart from the competition. Demonstrate how these features can solve the customer's pain points and improve their workflow. Use clear and concise language to explain the benefits of each feature and how it can positively impact their business.

During the demo or free trial, be prepared to address any questions or concerns the customer may have. Listen actively and provide thorough and accurate answers. If you don't have an immediate answer, assure the customer that you will follow up with the information they need. It's important to build trust and confidence in your product by showing that you are knowledgeable and responsive to their needs.

Throughout the demo or free trial, maintain a positive and engaging tone. Be enthusiastic about the product and its potential to help the customer achieve their goals. Use real-life examples and case studies to illustrate how other customers have benefited from using your product. By delivering a compelling and informative demo or free trial, you can increase the chances of converting leads into paying customers.

Handling Objections and Questions

Handling objections and questions is a crucial part of the sales process. When potential customers have concerns or doubts, it's important to address them effectively to build trust and confidence. Common objections may include price, competition, or the need for more information. When faced with objections, listen attentively, empathize with the customer's concerns, and provide relevant information or solutions to address their objections. Additionally, be prepared to answer common questions about your product or service, such as its features, benefits, and how it compares to competitors. By handling objections and questions effectively, you can overcome barriers and move closer to closing the sale.

Anticipating and addressing objections is a crucial step in the sales process. By being proactive and prepared, you can overcome common objections and increase your chances of closing the sale. One common objection is price concerns. To address this, emphasize the value and benefits of your product or service, and offer flexible payment options or discounts. Another common objection is competition comparisons. To address this, highlight the unique features and advantages of your product or service, and provide testimonials or case studies to showcase its effectiveness. By anticipating and addressing objections, you can build trust and confidence with your potential customers, and ultimately boost your sales.

When handling customer questions, it is crucial to actively listen to what they are asking. This shows that you value their concerns and are genuinely interested in helping them. By actively listening, you can better understand their needs and provide relevant and accurate answers. Clear and concise answers are important because they help customers understand the information you are providing without confusion or ambiguity. This builds trust and confidence in your expertise and can ultimately lead to a successful sale. So, make sure to actively listen and provide clear and concise answers to customer questions to enhance your sales process.

Closing the Deal

Closing the deal is the most crucial step in the sales process. It is where you convert prospects into customers and generate revenue for your business. Without a proper closing technique, all your efforts in building rapport and addressing customer concerns will go to waste. So, it is essential to master the art of closing the deal.

Closing the deal ensures that the customer is committed to making a purchase and is satisfied with their decision. It is the final step that solidifies the relationship between the salesperson and the customer. By effectively closing the deal, you not only increase your sales but also build trust and loyalty with your customers.

To close the deal successfully, it is important to understand the customer's needs and tailor your approach accordingly. Use persuasive language and highlight the benefits and value of your product or service. Create a sense of urgency and offer incentives to encourage the customer to take immediate action. By following these steps, you can increase your chances of closing the deal and achieving your sales goals.

Closing a sale is the ultimate goal of any sales process, and using effective closing techniques can greatly increase your chances of sealing the deal. One technique is the trial close, where you ask the prospect a question that assumes they have already made the decision to buy. For example, you could ask, "Would you like this product in blue or red?" This helps the prospect visualize themselves owning the product and can lead to a positive response.

Another effective closing technique is the assumptive close, where you assume the prospect has already made the decision to buy and start discussing the next steps. For example, you could say, "Let's go ahead and schedule the delivery for next week." This can create a sense of urgency and make the prospect feel like they are missing out if they don't make the purchase.

Offering incentives can also be a powerful closing technique. This could be a discount, a free gift, or an extended warranty. By providing additional value, you can give the prospect a reason to make the purchase now rather than later. Just make sure the incentives are relevant and appealing to the prospect.

By incorporating these effective closing techniques into your sales process, you can boost your sales and increase your chances of closing the deal. Remember to always be confident, listen to the prospect's needs, and tailor your approach to their specific situation.

To overcome resistance and negotiate effectively, start by understanding the objections or concerns of the other party. Listen carefully and empathize with their perspective. Then, address their concerns by providing relevant information or offering solutions that meet their needs.

Next, focus on building rapport and trust. Establish a positive relationship by being respectful, transparent, and honest. Show that you are genuinely interested in finding a mutually beneficial agreement.

Finally, be prepared to negotiate and compromise. Understand that both parties may need to give and take in order to reach a satisfactory outcome. Look for common ground and explore different options that can meet both parties' objectives. By being flexible and open-minded, you can increase the chances of reaching a successful negotiation.

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