7 Steps to Establish a Repeatable Sales Process

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Gabrielle Hughes
Content Marketing Manager

Sales process may be one of the most overused terms by businesses today. However, it’s important for you to have a clear understanding of what yours looks like.

While every business is different, most follow a progression with comparable sales stages. From lead to close, to onboarding and beyond, make sure your sales process is repeatable and that it can be optimized for success.

Start by observing

Look back at the last 5 or 10 deals that closed. What were the major steps in the sales process? What did touchpoints with the customer look like? How long did the entire process take, and how much time elapsed between each step? The more examples you have to form your average off of (and the more people on your team those examples are coming from), the better.

From there, tackle the basics. Map your observations to a generic example and formulate a plan around how you can best execute the following:

Hunting & gathering

Prospecting is the of sourcing new people/companies/organizations to begin your sales process with. This may involve online research to find net new prospects, or looking into an existing database of contacts.

Saying, “What’s up?”

Initiating contact with early-stage leads (via phone or email) allows you to gather information and judge their worthiness for moving forward.

Doing your research

As an opportunity moves through the pipeline, you should be learning more about the prospect and their company. This allows you to offer an experience that is better-tailored to their needs, which improves the likelihood of a deal closing. 

Showing them why they need you

During any sales process, the demo is your company’s time to shine. This stage typically comes after a few conversations, as it’s only for well-qualified prospects. Highlight all the ways your product/solution fits your prospect’s needs and why you’re there to help.

Sealing the deal

Closing involves any late-stage activities that happen as a decision is made. This varies from company to company but may include delivering a proposal, negotiation, receiving the buy-in of decision makers, or any other related actions.

Iterating over time

For each stage, make sure you know why a prospect moved from one area to the next. Use yes or no questions, or questions with quantifiable answers, to determine what worked. Ideally, that reason/cause will be based on the customer’s own actions, and not on the perception of the rep.

At the end of the day, determining which sales process works best will become an ongoing project. As you begin implementing new ways of doing things, you’ll want to continue making changes based on feedback from your team.

Want more on how to create a repeatable sales process? Download our 5 Golden Rules of Sales here.

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