How to Build and Document a Repeatable Sales Process
Want to know the best way to build a great sales motion? Buy more technology. Recently I had to evaluate HR software and got to experience three very different sales processes first-hand. I did some Google research, then I read some blog posts. A couple of names came up consistently, and I reached out to three.
One company, Remote, allowed me to book time the next morning through their online demo request form. This was a lot quicker than submitting a demo request then going back and forth with an AE.
This same company had a laser sharp discovery process that made me feel like they fully understood my needs. I ended up meeting with all 3 companies, but it was these tiny differences built into their sales process that made me choose Remote.
This is a simplified example, but it illustrates my point: your sales process is a differentiator.
Free Download: Sales Process Template
If you've read any sales management books you've heard says the same thing, "build a repeatable and predictable sales process." The same authors then go on to offer no real insight into how.
That's why we decided to take things into our own hands. We organized a discussion with the early sales leaders from Tray.io, Front, Stripe, and Five9 to share how they successfully implemented, documented, and reinforced their repeatable sales process.
- Start with the skeleton first, then add detail.
- Iterate, iterate, iterate. Your process should be evolving – especially if you're a young company.
- Make sure the process aligns with your company's other efforts (marketing, website copy, product, onboarding, etc.).
- It's everyone's job to refine the process overtime. Create a culture around this.