Sample Sales Process Checklists
The pre-flight checklist helps to ensure that no critical step is overlooked or forgotten even if the pilot is in a hurry or preoccupied with other issues. In the same way, a sales process checklist can help you to track each stage of the sales cycle and is the first step to creating a sales process plan.
sample sale process
-
Basic Sales Process
-
Prospecting for Leads
-
Lead list checked against database for duplicates
-
Lead fits basic prospect requirements (e.g. income level, type of business, etc.)
-
Setting Appointment
-
Initial contact made (phone call, email, in-person visit, etc.)
-
Pre-qualification completed
-
Appointment scheduled
-
Researched prospect to determine needs
-
Presentation
-
Final qualification completed – prospect is a true opportunity
-
Prospect needs assessed
-
Decision maker identified
-
Purchasing process and requirements identified
-
Next steps determined (scheduled a second meeting, collected RFP requirements, etc.)
-
Closing
-
Prospect objections and questions addressed
-
Appropriate product/service type selected and accepted
-
Customer signed contract
-
Asked customer for permission to use as a reference or testimonial
-
Asked customer for referrals
-
Post-Closing
-
Reported sale to sales manager
-
Order processed and filled
-
Sent thank-you note to customer
-
Followed up to confirm customer satisfaction
-
Resolved any questions or problems
-
Complex Sales Process
-
Prospecting for Leads
-
Lead list checked against database for duplicates
-
Lead fits basic prospect requirements (e.g. income level, type of business, etc.)
-
Setting Appointment
-
Initial contact made (phone call, email, in-person visit, etc.)
-
Pre-qualification completed
-
Appointment scheduled
-
Researched prospect to determine needs
-
Sent meeting agenda and requirements to prospect
-
Initial Presentation
-
Final qualification completed – prospect is a true opportunity
-
Prospect needs assessed
-
Decision maker identified
-
Purchasing process and requirements identified
-
Next steps determined (scheduled a second meeting, collected RFP requirements, etc.)
-
Information Collecting
-
Prospect priorities, issues, and requirements documented
-
Competitor comparative strengths and weaknesses assessed
-
Prospect internal advocate(s) identified
-
Prospect internal opponent(s) identified
-
Purchasing process documented and approved
-
Sales team and other collaborators briefed
-
Project funding applied for and approved
-
Development
-
Prospect contacts and/or visits industry references
-
Proposal submitted to prospect and any requested revisions completed
-
Contracts submitted to prospect's legal team for approval
-
Closing date determined
-
Closing
-
Prospect objections and questions addressed
-
Appropriate product/service type selected and accepted
-
Customer signed contract
-
Asked customer for permission to use as a reference or testimonial
-
Asked customer for referrals
-
Post-Closing
-
Reported sale to sales manager
-
Order processed and filled
-
Sent thank-you note to customer
-
Followed up to confirm customer satisfaction
-
Resolved any questions or problems
Related Checklists
