Template: Sales Process Documents
A formal, structured sales process sets top-performing organizations apart from the rest. It’s what helps them generate 28% more revenue on average and grow, on average, 15% faster.
So, if you’re looking to improve your sales team’s performance, you need to create a well-structured sales process document.
Below are the generic templates for different sales processes – inbound and outbound – to give you an understanding of what to include and help you get started with your document.
You can change the stages, teams, and activities and adjust KPIs and tools within your document as you see fit.
1. Outbound sales process template
| Stage | Team | Activities | KPIs | Tools |
| Lead research | SDR | List building, contact look-up, and enrichment | E.g., # of leads generated | sales trigger software, social listening tools, email finders, email verification tools |
| Prospecting | SDR | Outreach (LinkedIn, email, calls), further research, and qualification | E.g., response rate, demos booked, # of phone calls | Sales engagement platform (SEP) |
| Pitch | Sales | Product/offer presentation | E.g., offers sent, lead to opportunity ratio | Video conferencing |
| Negotiations | Sales | Communication, handling objections | E.g., loss/churn rate | Email, video conferencing |
| Closing | Sales | Purchase | E.g., win rate, sales cycle length, sales cost | Documents management and e-signature software |
| Nurturing | Customer support/account managers | Onboarding and regular check-ins | E.g., customer lifetime value, NPS, retention | Customer support software, email, video conferencing |
2. Inbound sales process template
| Sales process stage | Team | Activities | Key metrics/KPIs | Tools |
| Qualification | SDR | Prospect research and assessment | E.g., MQL to SQL conversion rate, time response rate, demos booked | Sales intelligence software, contact enrichment tools |
| Engagement | Sales, SDR | Nurturing, presentation | E.g., lead to opportunity ratio | SEP, video conferencing |
| Negotiations | Sales | Communication | E.g. loss/churn rate | Email, video conferencing |
| Closing | Sales | Purchase | E.g., win rate, sales cycle length, sales cost | Documents management and e-signature software |
| Nurturing | Customer support/success | Regular check-ins | E.g., customer lifetime value, NPS, retention | Customer support software, email, video conferencing |
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