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Sample Sales Process Checklists

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Pilots, regardless of their experience level, complete a pre-flight checklist every time they get on a plane. The 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 helps salespeople to track each stage of the sales cycle and is the first step to creating a sales process plan.

The precise nature of any sales process varies depending on the nature of the product and the type of prospect. A salesperson selling expensive manufacturing equipment to large companies will have a much longer and more complicated process than a salesperson selling used books to consumers.

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

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