Sales Process Template

					                       Sales Process Template
-   From incoming lead

    1. Filter and delegate lead *
           a. Owner
           b. Action – delegate to appropriate initiator, enter into CRM or record details
               into lead tracking template
           c. Objective – qualify and filter according to urgency, payment terms,
               opportunity
    2. Contact lead
           a. Owner
           b. Action – call or email (template or script)
           c. Objective qualify interest, opportunity, and schedule next action – needs
               analysis (phone, face to face)
    3. Needs Analysis
           a. Owner
           b. Action – meeting – what happens? What questions?
           c. Objective – identify needs and opportunities; build rapport; make promise
               and keep promise
    4. Presentation/Proposal
           a. Owner
           b. Action – email or deliver proposal/make presentation
           c. Objective – gain agreement on needs and necessity of relationship with
               Gibraltar, gain commitment at some level; establish follow up
    5. Follow up/through
           a. Owner
           b. Action – follow up according to commitment – how and when
           c. Objective – gain commitment or filter into CRM

*Considerations for initial filtering and consequent action
 - Values/culture fit
 - Wheelhouse
 - Payment terms
 - Dollar amount/profit margin
 - Speed of closing – cash turn around
 - Long term and residual potential
_____________________________________________________________________________________________
           PEOPLE      *      PROCESS       *     PRODUCTIVITY        *     PROFIT

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posted:7/27/2011
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Description: Sales Process Template document sample