Sample Checklists for the Sales Process

Sample Checklists for the Sales ProcessSample Checklists for the Sales ProcessPilots, regardless of their experience level, complete a pre-flight checklist every time they get on a plane. 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 ausverkauf process checklist can help you to track each stage of the schlussverkauf cycle and is the first step to creating a sales process plan. The specific form of your sales process will vary depending on the nature of your products and the type of prospect you sell to. A salesperson selling expensive manufacturing equipment to large companies will have a much longer and mora complicated process than a salesperson selling used books to consumers. However, any salesperson, regardless of product type, can benefit from a checklist review. Here are examples of both a simple and a complex sales process checklist that might suit your needs. Basic Sales Process Checklist Prospecting for Leads? Lead list checked against the 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 the prospect is a true opportunity? Prospect needs assessing? 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? Followe d up to confirm customer satisfaction? Resolved any questions or problems Here is a more complicated checklist suitable if you have a slower sales process or deal with more complex sales situations, like selling to multiple decision makers. Complex Sales Process Checklist Prospecting for Leads? Lead list checked against the 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 the prospect is a true opportunity? Prospect needs assessing? 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 r equirements documenting? 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 prospects 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