Sales Playbook Step 2: Define Your Sales Process Model

Your marketing team sparks interest; your sales process model turns that spark into revenue. Without a clear roadmap, reps improvise—and opportunities stall.

What Is a Sales Process Model?

It’s the series of predictable stages a prospect travels through once they start evaluating solutions. Each stage outlines key activities, assets, and success metrics, so every representative knows precisely how to advance the deal or qualify it quickly.

How to Build Your Sales Process Model

Stage Element	What to Document	Pro Tip
Key Activities	Prioritised tasks that push prospects forward (e.g., discovery call, demo).	Keep them intentional; ditch “nice-to-haves.”
Assets Required	Collateral, decks, email templates, scorecards.	Store in a shared folder so reps don’t have to hunt.
Success Metrics	Target conversion % to the next stage.	Review monthly to spot bottlenecks.

Example B2B Sales Process Stages

1. Lead Generation – joint Marketing/Sales hand-off.

2. Discovery – qualify fit, budget, timeline.

3. Presentation – tailored demo or solution overview.

4. Proposal – pricing, ROI story, legal review.

Close / Onboard – contract signed, kickoff scheduled.

Why Standardising Pays Off

• Consistency = Clarity. Every prospect experiences the same professionalism.

• Targeted Coaching. Spot exactly where a rep needs help (e.g., Discovery → Presentation drop-off).

• Data-driven Optimisation. Stage-by-stage benchmarks reveal leaks fast.

• CRM Mapping. When stages mirror your CRM, forecasting gets real.

Next Step

Book a 20-minute call—we’ll help you map stages to your CRM and start forecasting with confidence.