Share your sales process with your team
Posted: Sun Apr 20, 2025 3:42 am
Many sales teams focus only on the end result of the entire process. That is, they define a total sales goal and don't design a step-by-step path to achieving it.
Furthermore, this goal tends to be quite arbitrary. Sometimes it's just what the business owner "feels" their team should sell.
To reach your ultimate goal and improve your results, you need to be clear about the objectives you need to achieve at each stage of your sales process. This gives you a clear idea of whether or not you're getting closer to your final goal.
Let's see an example:
Last year, you sold $1,000,000. Your overall goal for this year is to grow your sales by 40%. Reviewing your KPIs, you conclude that to reach that goal, you need to generate 10 new customers per month. Your lead-to-customer conversion rate is 20%. So, a specific objective for your qualification stage is to generate 50 quality leads per month.
To organize and track your sales process goals, use the goals feature and results dashboard in Pipedrive's CRM. Tip: Choose a KPI for each stage of your sales process, and it'll be easier to measure whether you're moving closer to each goal.
Define what activities must be completed to achieve the objectives by stages
A clear sales process should be based on activities that help sales reps focus and guide all your salespeople. These activities are all completed during a sales cycle.
That is, they are the actions you take to achieve the objectives of each stage of your process and be able to move on to the next.
Make them clear and measurable so your sales gambling data brazil team understands them and can carry them out successfully. Analyze which ones have the best conversion rates within your sales cycle and optimize them.
Some common activities, in stages, are:
Prospecting : Registering and classifying marketing-qualified leads; making initial contact with the lead.
Qualification : Making qualifying calls or emails; follow-up calls or emails; lead data research; lead data analysis (both your own and third-party data)
Appointment and diagnosis : Schedule meetings with prospects; prepare for meetings with prospects (reviewing their current situation, pain points , the product or service they currently use, etc.); diagnose their problem; determine if your solution solves their problem.
Negotiation : Send a personalized unique value proposition, schedule a meeting to negotiate the proposal, and tailor the proposal to the prospect's needs.
Closing : Define the proposal development phases, set delivery deadlines, send contract details to the legal department, schedule the meeting to sign the sale.
To better visualize activities and empower your sales team, use stage-specific charts. For example, there will be stages where one activity leads directly to another, in which case a diagram can be very helpful. But in other stages, you may need to perform activities simultaneously, and a pie chart may work better.
Furthermore, this goal tends to be quite arbitrary. Sometimes it's just what the business owner "feels" their team should sell.
To reach your ultimate goal and improve your results, you need to be clear about the objectives you need to achieve at each stage of your sales process. This gives you a clear idea of whether or not you're getting closer to your final goal.
Let's see an example:
Last year, you sold $1,000,000. Your overall goal for this year is to grow your sales by 40%. Reviewing your KPIs, you conclude that to reach that goal, you need to generate 10 new customers per month. Your lead-to-customer conversion rate is 20%. So, a specific objective for your qualification stage is to generate 50 quality leads per month.
To organize and track your sales process goals, use the goals feature and results dashboard in Pipedrive's CRM. Tip: Choose a KPI for each stage of your sales process, and it'll be easier to measure whether you're moving closer to each goal.
Define what activities must be completed to achieve the objectives by stages
A clear sales process should be based on activities that help sales reps focus and guide all your salespeople. These activities are all completed during a sales cycle.
That is, they are the actions you take to achieve the objectives of each stage of your process and be able to move on to the next.
Make them clear and measurable so your sales gambling data brazil team understands them and can carry them out successfully. Analyze which ones have the best conversion rates within your sales cycle and optimize them.
Some common activities, in stages, are:
Prospecting : Registering and classifying marketing-qualified leads; making initial contact with the lead.
Qualification : Making qualifying calls or emails; follow-up calls or emails; lead data research; lead data analysis (both your own and third-party data)
Appointment and diagnosis : Schedule meetings with prospects; prepare for meetings with prospects (reviewing their current situation, pain points , the product or service they currently use, etc.); diagnose their problem; determine if your solution solves their problem.
Negotiation : Send a personalized unique value proposition, schedule a meeting to negotiate the proposal, and tailor the proposal to the prospect's needs.
Closing : Define the proposal development phases, set delivery deadlines, send contract details to the legal department, schedule the meeting to sign the sale.
To better visualize activities and empower your sales team, use stage-specific charts. For example, there will be stages where one activity leads directly to another, in which case a diagram can be very helpful. But in other stages, you may need to perform activities simultaneously, and a pie chart may work better.