Sales Process page 1 of 8
Define Your Sales Process
Provided courtesy of www.GrowthPanel.com
First, how many “channels” do you use to sell your products/services? For example, if you sell 1) directly to
end-users and 2) to/through distributors, you have two channels. [Distribution Channels section can help.]
NUMBER OF SALES
Company A offers IT consulting services to large companies. They don’t have any
partnerships; they generate all of their business through direct sales.
Company B sells software directly to end users (1) as well as to distributors who
package the software with services (2).
Company C offers IT consulting services and sells just like Company A (1). However,
Company C also has a software division; that division often sells software to
consulting clients (2) as well as to outside users (3).
List your products/services below and then identify your sales channel for each.
YOUR PRODUCT OR SERVICE
SALES CHANNEL(S) USED FOR THIS PRODUCT/
If you have multiple channels, you may need to define a sales process for each channel. Think about the way
you sell to each channel and estimate the number of processes you’ll need:
Total Number of Sales
Sales Process page 2 of 8
DEFINE THE BUYING PROCESS
A good sales process is structured around the way your customers prefer to purchase your product/service.
At each step, you should deliver the information that your prospect needs in order to move that prospect at
least one step closer to purchase.
Here are typical stages that a buyer for a complex product/service may go through. Check the steps that you
think are relevant for your company.
WHAT HAPPENS AT THIS STEP?