{"id":42549,"date":"2021-02-03T00:00:00","date_gmt":"2021-02-03T08:00:00","guid":{"rendered":"https:\/\/newrcblog.wpengine.com\/sales-process\/"},"modified":"2025-07-16T01:18:58","modified_gmt":"2025-07-16T08:18:58","slug":"sales-process","status":"publish","type":"post","link":"\/us\/en\/blog\/sales-process\/","title":{"rendered":"How to create a sales process: a step-by-step guide"},"content":{"rendered":"<p data-pm-slice=\"1 1 []\">There are numerous approaches to selling a product or service, but to gain a crucial edge over your competitors, a streamlined process is essential. This ensures that your entire sales team is aligned and working cohesively.<\/p>\n<p>In this comprehensive guide, we\u2019ll break down the key components of an effective sales process and provide step-by-step instructions on how to build one from the ground up.<\/p>\n<p>Today, we\u2019ll talk about:<\/p>\n<ul class=\"table-of-content\">\n<li><a href=\"#What is a \u201csales process\u201d?\u00a0\">What is a \u201csales process\u201d?\u00a0<\/a><\/li>\n<li><a href=\"#What makes a great sales process\">What makes a great sales process<\/a><\/li>\n<li><a href=\"#4 benefits of having a strong sales process\u00a0\">4 benefits of having a strong sales process\u00a0<\/a><\/li>\n<li><a href=\"#The difference between \u201csales process\u201d vs \u201csales methodology\u201d\">The difference between \u201csales process\u201d vs \u201csales methodology\u201d<\/a><\/li>\n<li><a href=\"#8 essential steps in a successful sales process\">8 essential steps in a successful sales process<\/a><\/li>\n<li><a href=\"#9 tips for building your own sales process\">9 tips for building your own sales process<\/a><\/li>\n<\/ul>\n<p>Let&#8217;s get started.<\/p>\n<hr \/>\n<p class=\"p1\">Up your sales game with conversation intelligence \u260e\ufe0f<\/p>\n<p class=\"p1\">\n<div class=\"download-form-widget standart-download-form\" data-url=\"https:\/\/assets.ringcentral.com\/us\/ebook\/beginners-guide-conversation-intelligence-sales.pdf\" data-id=\"6a083e940f985\" id=\"6a083e940f985\">\n\t\t<button tabindex=\"on\"  on=\"tap:6a083e940f985.toggleClass(class='open')\" class=\"open-modal-download-action download-form-button\" type=\"submit\">\ud83d\ude80 Get them guide<\/button><\/p>\n<div class=\"download-form-modal\">\n<div class=\"download-form-modal-body\">\n<div class=\"download-form-modal-content\">\n<form class=\"download-form SMB\" method=\"post\">\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Full Name\" aria-required=\"true\" aria-invalid=\"false\" type=\"text\" name=\"fullname\" placeholder=\"Full Name\" data-dl-events-hover=\"true\" data-dl-element=\"text\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<input class=\"download-form-input\" aria-label=\"Email (please enter a work email address)\" aria-required=\"true\" aria-invalid=\"false\" type=\"email\" autocomplete=\"on\" name=\"email\" placeholder=\"Email (please enter a work email address)\" data-dl-events-hover=\"true\" data-dl-element=\"email\" data-dl-additional-info=\"download form\">\n\t\t\t\t\t\t<\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"popup_form\" value=\"1\">\n\t\t\t\t\t\t<\/div>\n<div><input type=\"hidden\" name=\"Asset_ID__c\" value=\"ODAM-03773\" class=\"download-form-input\"><\/div>\n<div>\n\t\t\t\t\t\t\t<input type=\"hidden\" name=\"Lead_Entry_Source__c\" value=\"RC Blog\" class=\"download-form-input\"\/>\n\t\t\t\t\t\t<\/div>\n<div class=\"download-form-part\">\n\t\t\t\t\t\t\t<button class=\"download-form-submit\" type=\"submit\" data-dl-element=\"button\" data-no-auto-dl=\"true\" data-dl-additional-info=\"download form\" data-dl-name=\"Get it now\">Get it now<\/button>\n\t\t\t\t\t\t<\/div>\n<\/p><\/form>\n<p> \t\t\t\t\t<button on=\"tap:6a083e940f985.toggleClass(class='open')\" role=\"button\" tabindex=\"0\"  class=\"download-form-modal-close\"><\/button>\n\t\t\t\t<\/div>\n<div class=\"download-form-modal-thank\">Happy selling!<\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p><\/div>\n<\/p>\n<hr \/>\n<p><a name=\"What is a \u201csales process\u201d?\u00a0\"><\/a><\/p>\n<h2>What is a &#8220;sales process?&#8221;<\/h2>\n<p><span style=\"font-weight: 400;\">In short, a sales process is the journey that customers take along the <\/span><a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-funnel\/\"><span style=\"font-weight: 400;\">sales funnel<\/span><\/a><span style=\"font-weight: 400;\">. Your salespeople should be taking active steps to guide new customers along the various touchpoints of that funnel.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are many different sales models, but this image from Zero Gravity Marketing is a very good example:<\/span><\/p>\n<p><img decoding=\"async\" class=\"aligncenter wp-image-7161 size-large\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image4-136-1024x817.png\" alt=\"Zero Gravity Marketing sales process model\" width=\"840\" height=\"670\" \/><br \/>\n<a name=\"What makes a great sales process\"><\/a><\/p>\n<h2>What makes a <i>great<\/i> sales process?<\/h2>\n<p><span style=\"font-weight: 400;\">Now we need to look in detail at exactly what makes a great sales process truly great. Remember: you can\u2019t expect just any old process to drive conversions and boost revenue (though having good <\/span><span style=\"font-weight: 400;\">cold calling software<\/span><span style=\"font-weight: 400;\"> can definitely help!).<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Let\u2019s look at the key defining characteristics of an excellent sales process. Your sales process should be:<\/span><\/p>\n<ul>\n<li><b><b><span style=\"font-weight: 400;\"><strong>Prospect-focused, not company-focused.<\/strong> Prospects aren\u2019t just looking for great products and great prices\u2014they want a good all-round experience and a lasting customer relationship. This is why a <\/span><span style=\"font-weight: 400;\">customer-centric strategy<\/span><span style=\"font-weight: 400;\"> is so important: it should inform your sales process at every step. Don\u2019t think about what you have to sell\u2014think about what potential customers need.<\/span><\/b><\/b><\/li>\n<li><strong>Clear and to the point.<\/strong> <span style=\"font-weight: 400;\">A well-defined sales process should be easy to follow. Every prospect should receive a consistently excellent standard of service, no matter where they are in the sales pipeline. Your sales professionals must be made aware of what your expectations are and how you\u2019ll be evaluating them.<\/span><\/li>\n<li><strong>Intuitive.<\/strong> <span style=\"font-weight: 400;\">For your sales team, the sales process must feel like second nature so that they can adopt and follow it with minimal fuss. The easier your sales process is for your sales team, the easier it\u2019ll likely be for customers as well, minimizing pain points.<\/span><\/li>\n<li><strong>Easy to replicate.<\/strong> <span style=\"font-weight: 400;\">An effective sales process is easily repeatable, meaning that it can be executed in the same way, again and again. All the members of your sales team should be able to do this<\/span>.<\/li>\n<li><strong>Aligned with your broader goals.<\/strong> <span style=\"font-weight: 400;\">When you\u2019re developing your sales process, think about how to measure its success. What\u2019s your chosen benchmark? Which metrics will you be using? Sales processes should be measured according to goals that all the relevant stakeholders understand, with check-ins at regular intervals.<\/span><\/li>\n<li><strong>Flexible.<\/strong> <span style=\"font-weight: 400;\">It\u2019s easy\u2014especially for up-and-coming small businesses\u2014to be blindsided by unexpected developments: whether it\u2019s the arrival of new technology, new product or service offerings, or other unpredictable changes in your particular sector or market. Your sales process should give you some room to maneuver\u00a0 so that you can respond effectively.<\/span><\/li>\n<li><b>Scalable.<\/b> <span style=\"font-weight: 400;\">Your sales process must be able to grow in tandem with your business. You should incorporate this into your thinking from the start. How will your <a href=\"https:\/\/www.ringcentral.com\/lp\/small-business-phone-service.html\">business phone service<\/a> and sales managers handle twice as many inbound phone calls from potential clients as they are today?<\/span><\/li>\n<\/ul>\n<p>It&#8217;s hard to <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/how-to-be-a-good-salesperson\/\">be a good salesperson<\/a> without this kind of clear and detailed sales process. Luckily, we&#8217;ve got everything you need to build your own right here in this article.<\/p>\n<p><a name=\"4 benefits of having a strong sales process\u00a0\"><\/a><\/p>\n<h2>4 benefits of having a strong sales process<\/h2>\n<p><span style=\"font-weight: 400;\">So, if you still haven\u2019t settled on a standardized sales process, here\u2019s why you shouldn\u2019t delay it any longer:<\/span><\/p>\n<h3><span style=\"text-decoration: underline;\">1. More efficient selling<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Once a sales process is in place, your sales team will have a clearer idea of which behaviors they need to drive. They\u2019ll understand which <\/span><span style=\"font-weight: 400;\">cold calls are meant to get appointments<\/span><span style=\"font-weight: 400;\">, how to close deals and seal new sales quicker, how to use content so as to nudge qualified leads further along the sales funnel, and other such things.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">All this should mean that you can boost your customer conversion rate as well as reduce your sales team\u2019s downtime between handling leads. Ultimately, this should mean a healthier bottom line.<\/span><\/p>\n<h3><span style=\"text-decoration: underline;\">2. Faster sales rep onboarding<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">If you\u2019re bringing new sales reps on to your team, it helps if you\u2019ve got a clear <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-strategy\/\">sales strategy<\/a> already in place. A sales process roadmap can help you make <\/span><span style=\"font-weight: 400;\">sales meetings<\/span><span style=\"font-weight: 400;\"> that bit more efficient while also making it quicker for you to get new salespeople fully up to speed.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This way, your new recruits should soon make a productive contribution to outreach, lead generation, and sales. There\u2019ll be less avoidable errors to correct as well as better team engagement.<\/span><\/p>\n<h3><span style=\"text-decoration: underline;\">3. Consistency for your future customers<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">Sales processes provide your brand and its reputation with valuable protection. With a clear and straightforward set of steps in effect, your customers should all receive the same outstanding standard of service.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This helps to make sure that customers\u2019 perceptions of your brand are properly aligned with your own vision for it, building lasting customer loyalty and trust.<\/span><\/p>\n<p>(P.S. <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-automation-small-business\/\">Sales automation<\/a> can go a long way to help with consistency. One easy place to start is using a <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-crm-small-business\/\">CRM for sales<\/a>.)<\/p>\n<h3><span style=\"text-decoration: underline;\">4. More engaged (and happier) sales reps<\/span><\/h3>\n<p><span style=\"font-weight: 400;\">In June 2020, <\/span><a href=\"https:\/\/www.gallup.com\/workplace\/313313\/historic-drop-employee-engagement-follows-record-rise.aspx\"><span style=\"font-weight: 400;\">a survey<\/span><\/a><span style=\"font-weight: 400;\"> from Gallup found that less than a third of employees felt engaged at work, with 14% actively disengaged. Setting clear expectations is one of the most important ways of improving employee engagement and boosting staff retention rates.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">With a well-planned sales process, your sales reps should have a clear understanding of how to nurture new leads and close deals.<\/span><\/p>\n<p><a name=\"The difference between \u201csales process\u201d vs \u201csales methodology\u201d\"><\/a><\/p>\n<h2>Sales process vs sales methodology: what\u2019s the difference?<\/h2>\n<p><span style=\"font-weight: 400;\">Let\u2019s be clear: a sales process and sales methodology are not one and the same, although the two are commonly confused. Here\u2019s how they differ:<\/span><\/p>\n<p><b>Your sales methodology is the theory that informs your approach to selling. <\/b><span style=\"font-weight: 400;\">This is your sales philosophy: it encapsulates how you\u2019ll be selling your products and which methods will be most effective for your chosen market and audience.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s essential that decision-makers get the sales methodology right because it will inform every stage of the sales process. There are various sales methods; some of the best known include the challenger, consultative, and inbound models.<\/span><\/p>\n<p><b>Your sales process is about the practical implementation of that methodology.<\/b><span style=\"font-weight: 400;\"> Sales processes comprise the concrete steps involved in properly executing a chosen sales method, informed by the business\u2019s wider vision and goals:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-46658\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2021\/02\/7-step-selling-process.jpg\" alt=\"7 step selling process\" width=\"850\" height=\"510\" \/><\/p>\n<p><a name=\"8 essential steps in a successful sales process\"><\/a><\/p>\n<h2>8 essential steps in a successful sales process<\/h2>\n<p><span style=\"font-weight: 400;\">There\u2019s no shortage of room for creativity in designing your sales process. In fact, we\u2019d highly encourage it!\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are some key steps that all sales processes must incorporate, however. Here they are\u2014and we\u2019ve also included relevant sales tools that\u2019ll help you with each step.\u00a0<\/span><\/p>\n<h3>1. Do your research<\/h3>\n<p><span style=\"font-weight: 400;\">Before simply launching into a <\/span><span style=\"font-weight: 400;\">cold call script<\/span><span style=\"font-weight: 400;\"> or that amazing new <\/span><span style=\"font-weight: 400;\">sales conversation starter<\/span><span style=\"font-weight: 400;\"> you\u2019ve just been dying to try out, ask yourself a question: do you genuinely know where your customers are at? You have to know your <\/span><span style=\"font-weight: 400;\">sales territory plan<\/span><span style=\"font-weight: 400;\"> inside-out, so make market research a top priority.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Market research can unearth some surprising opportunities. It\u2019s a great way of learning not just <\/span><i><span style=\"font-weight: 400;\">who <\/span><\/i><span style=\"font-weight: 400;\">your customers are but <\/span><i><span style=\"font-weight: 400;\">where <\/span><\/i><span style=\"font-weight: 400;\">they are\u2014including regions, associations and even which apps they use. This way, you can make buying even easier for them.<\/span><\/p>\n<p><b>Helpful tool for market research: <\/b><span style=\"font-weight: 400;\">Look at your current customer data via your customer relationship management (CRM) software or customer surveys. As these folks have bought your products and services in the past\u2014and will hopefully continue doing so\u2014it\u2019s a good idea to find out exactly who they are and who\u2019s in their wider circles.<\/span><b><\/b><\/p>\n<p><span style=\"font-weight: 400;\">Use demographic information and data about purchasing habits to create buyer personas for various ages and genders (or whatever other classifications make sense). These ideal customer profiles will help you create a better plan.<\/span><\/p>\n<h3>2. Engage new leads<\/h3>\n<p><span style=\"font-weight: 400;\">Also known as sourcing or prospecting new leads, this stage involves taking time to reach out and connect with potential customers. It could be in person at a targeted event, over the phone on a discovery call, or through a catchy <a href=\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/email-subject-lines-for-sales\/\">email subject line<\/a> <\/span><span style=\"font-weight: 400;\">(remember the dangers of <\/span><span style=\"font-weight: 400;\">email overload<\/span><span style=\"font-weight: 400;\">, though). Social media, too, is becoming increasingly important in this regard.<\/span><\/p>\n<p><b>Helpful tool for lead engagement: <\/b>While the days of \u201cdial and smile\u201d aren\u2019t entirely behind us, new technologies like VoIP and <a href=\"https:\/\/www.ringcentral.com\/contact-center\/interactive-voice-response.html\">IVR <\/a>are changing things.<span style=\"font-weight: 400;\">\u00a0Not all potential leads will appreciate a phone call, though they are still a popular method for contacting consumers of all ages, both before and after they\u2019ve made purchases.<\/span><\/p>\n<figure id=\"attachment_7163\" aria-describedby=\"caption-attachment-7163\" style=\"width: 533px\" class=\"wp-caption aligncenter\"><img decoding=\"async\" class=\"size-medium wp-image-7163\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image3-149.png\" alt=\"RingCentral 2020 Customer Communications Review\" width=\"533\" height=\"400\" \/><figcaption id=\"caption-attachment-7163\" class=\"wp-caption-text\"><a href=\"https:\/\/www.ringcentral.com\/small-business\/blog\/customer-communications-review\/\" target=\"_blank\" rel=\"noopener noreferrer\"><em>RingCentral 2020 Customer Communications Review<\/em><\/a><\/figcaption><\/figure>\n<p>&nbsp;<\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s important to appreciate how this has affected sales, because it has\u2014in a big way. In order to stand out, sales reps need to be able to reach customers via their favorite <\/span><span style=\"font-weight: 400;\">communica<\/span><span style=\"font-weight: 400;\">t<\/span><span style=\"font-weight: 400;\">ion channels<\/span><span style=\"font-weight: 400;\">. This is why a powerful<a href=\"https:\/\/www.ringcentral.com\/outbound-cloud-contact-center.html\"> customer engagement tool<\/a> can come in so useful for keeping all forms of outreach both organized and accessible.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One such tool is RingCentral Engage Voice\u2122. It\u2019s a single platform that allows your sales team to do outreach to prospects more easily. They can log their scripts, manage their campaigns, and more\u2014get a quick look at how it works here:<\/span><\/p>\n<p><iframe sandbox=\"allow-scripts allow-same-origin allow-presentation\" title=\"RingCX | Create effortless customer experiences\" width=\"500\" height=\"281\" src=\"https:\/\/www.youtube.com\/embed\/fjy9kgSehhw?start=19&#038;feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen sandbox=\"allow-same-origin allow-scripts allow-presentation\"><\/iframe><\/p>\n<h3>3. Qualify new leads<\/h3>\n<p><span style=\"font-weight: 400;\">We\u2019ve all found ourselves on a wild goose chase before, following after leads that don\u2019t become customers. Sales teams waste a lot of time and energy in this way, and that time, as they say, is money.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So, once you\u2019ve made first contact, you need to assess just how likely that prospect is to convert. Qualifying leads is very important. It can help you assess how much time and effort to devote to each lead; this is known as a \u201cneeds assessment.\u201d<\/span><\/p>\n<p><span style=\"font-weight: 400;\">A customer who\u2019s still in the early stages of the buying process may require a somewhat lighter touch; general information about why your products and services can help might be useful. High-value customers who are locked in to what your business is offering would probably expect more regular contact.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Lead qualification can be a great help when it comes to time and resource management. Some businesses use the BANT model: that\u2019s Budget (how much the prospect has to spend), Authority (who are the key decision makers?), Need (can your products and services solve the prospect\u2019s problem?) and Timing (how urgent is it?).<\/span><\/p>\n<p><b>Helpful tool for qualifying leads: <\/b><span style=\"font-weight: 400;\">You&#8217;ve probably heard of lead scoring before. This is one way that <\/span><span style=\"font-weight: 400;\">task automation<\/span><span style=\"font-weight: 400;\"> can make your life easier, saving you time\u2014and headaches.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Any good CRM should include a lead scoring tool, allowing you to automate the process. Just set up the relevant parameters to define what makes a prospective customer a valuable lead: it could be the number of interactions they\u2019ve had with your business, the industry they\u2019re in, or the actions they take. Prospects are then scored on this basis.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One CRM that\u2019s worth looking at is Zoho CRM. With Zoho CRM, it\u2019s very easy to set up scoring criteria\u2014and best of all, it seamlessly syncs with <\/span><a href=\"https:\/\/www.ringcentral.com\/apps\/zoho-crm-for-ringcentral-video\"><span style=\"font-weight: 400;\">customer engagement solutions like RingCentral<\/span><\/a><span style=\"font-weight: 400;\"> so that every <\/span><span style=\"font-weight: 400;\">customer <\/span><span style=\"font-weight: 400;\">interaction<\/span><span style=\"font-weight: 400;\"> is captured and rated:<\/span><\/p>\n<p><a href=\"https:\/\/help.zoho.com\/portal\/en\/kb\/salesiq-2-0\/for-administrators\/people\/articles\/leadscoring\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"aligncenter wp-image-7164 size-medium\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image5-113.png\" alt=\"Zoho CRM Visitor History\" width=\"678\" height=\"400\" \/><\/a><\/p>\n<h3>4. Make your sales pitch consistent<\/h3>\n<p><span style=\"font-weight: 400;\">Maybe this goes without saying, but we\u2019ll say it anyway: you can&#8217;t afford to fly by the seat of your pants when it comes to your sales pitch. Brand consistency matters, so make sure your team is delivering a consistent message about the products and services you offer, their features, pricing, and so on.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">This doesn\u2019t mean your pitch needs to be just like every other boring sales pitch. There\u2019s still plenty of room to develop fun, entertaining, and innovative ways to present your business to customers: it\u2019s a matter of your business\u2019s vision and its voice.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">However, this presentation must be consistent from salesperson to salesperson. There should be no guesswork and as little room for error as possible.<\/span><\/p>\n<div class=\"tip\">\n<div class=\"tip-heading\"><b>Pro-tip: <\/b><\/div>\n<p>Check out 6 sales pitch examples and how to plan the perfect sales call.<\/p>\n<\/div>\n<p><b>Helpful tool for crushing your sales pitches: <\/b><span style=\"font-weight: 400;\">Whether it\u2019s Google Slides, PowerPoint, or Prezi, there\u2019s a plethora of presentation builders to choose from. Since that\u2019s pretty straightforward, we\u2019ll concentrate instead here on a burning issue: delivering remote presentations. To make remote presentations even easier, consider using <a href=\"https:\/\/www.free-power-point-templates.com\/\">free presentation templates<\/a>, which can save time and help ensure a professional look and feel for your slides.<\/span><b><\/b><\/p>\n<p><span style=\"font-weight: 400;\">More and more companies are using <a href=\"https:\/\/www.ringcentral.com\/free-conference-call.html\">conference call services<\/a> to deliver presentations remotely There are a few reasons for this: firstly, it can be difficult to visit potential customers in person, as everyone involved has busy schedules to consider. But there\u2019s a problem here\u2014namely that a lot of remote pitches are grainy, glitchy, or prone to delays. (We\u2019ve got some <\/span><span style=\"font-weight: 400;\">sales demo best practices<\/span><span style=\"font-weight: 400;\"> and <\/span><span style=\"font-weight: 400;\">remote working tools<\/span><span style=\"font-weight: 400;\"> to help prevent this, by the way.)<\/span><\/p>\n<p><b><span style=\"font-weight: 400;\">Low-quality tech can affect how prospective leads view your brand, making you look unprofessional. <\/span><a href=\"https:\/\/www.ringcentral.com\/video\"><span style=\"font-weight: 400;\">RingCentral Video<\/span><\/a><span style=\"font-weight: 400;\"> is one tool that can come in very handy here. With its high-definition audio and video, and its industry-leading 99.999% uptime, you can make remote pitches with confidence.<\/span><\/b><\/p>\n<p><a href=\"https:\/\/www.ringcentral.com\/video.html\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"aligncenter wp-image-7165 size-large\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image6-93-1024x683.png\" alt=\"RingCentral Video\" width=\"840\" height=\"560\" \/><\/a><\/p>\n<h3>5. Address prospect concerns<\/h3>\n<p><span style=\"font-weight: 400;\">In the wonderful land of make-believe, a typical sales pitch goes something like this:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">YOU: Here\u2019s our product, Customer. It\u2019s a very good product, and it\u2019ll be the perfect fit for your needs.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">CUSTOMER: You\u2019re absolutely right! This is a very good product, and I\u2019ve got no concerns or objections about it. In fact, I\u2019d like to buy 100 of them right this minute.<\/span><\/p>\n<p><i><span style=\"font-weight: 400;\">(YOU and CUSTOMER high-five, skipping off into the sunset.)<\/span><\/i><\/p>\n<p><i><span style=\"font-weight: 400;\">THE END<\/span><\/i><\/p>\n<p><span style=\"font-weight: 400;\">We\u2019d dearly love pitches to be as simple as this, but they almost never are. You\u2019ve got to see it from your client\u2019s perspective: they\u2019ve worked hard for their money, and however much they like the look of your products, they want to be absolutely sure they\u2019re getting the most bang for their buck.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">It\u2019s essential, therefore, that your sales process includes messaging that you can potentially use as rebuttals to client queries and objections. This allows you to anticipate customer responses and ensures you have an authoritative and convincing reply ready for deployment, putting the client\u2019s mind at ease.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Of course, the messaging will vary depending on the specific queries and concerns of your clients. Take the time to do the necessary research prior to your presentation. This should help to save your sales team from being caught flat-footed. And to add a more personalized, impressive dimension to a presentation, it&#8217;s worth taking a look at RingCentral&#8217;s <a href=\"https:\/\/www.ringcentral.com\/video-call.html\">video call<\/a> software.<\/span><\/p>\n<p><b>Helpful tool for countering objections: <\/b><span style=\"font-weight: 400;\">Your ears are the best tool you have here. Seriously. It might not be high tech, but listening carefully can do a lot to help you secure sales and avoid missing out on valuable deals.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Active listening is crucial in helping you understand whatever objections a lead might have. Don\u2019t be afraid to ask questions where you feel you need clarification or follow-up on something you want more details about.<\/span><b><\/b><\/p>\n<p><span style=\"font-weight: 400;\">This can help you uncover any other underlying reasons for the lead\u2019s objections, which allows you to negotiate on the real concerns at hand.<\/span><\/p>\n<h3>6. Close the deal!<\/h3>\n<p><span style=\"font-weight: 400;\">Whatever you do, don\u2019t fumble at the finish line. To avoid this, you have to make sure your closing steps are properly standardized and that your sales team understands them. This helps to make new customers feel they\u2019re being properly cared for as the transaction winds down.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Exact closing steps will vary depending on the type of business involved, but they might include things like sending or adjusting quotes, negotiating contracts, and signing important documents and contracts.<\/span><\/p>\n<p><b>Helpful tool for closing the deal: <span style=\"font-weight: 400;\">Where contracts are involved, allow customers to sign and return them electronically via a secure platform such as DocuSign. This can give you a real advantage; customers can sign and send from anywhere, allowing you to close the deal quickly.<\/span><\/b><\/p>\n<p><a href=\"https:\/\/www.docusign.com\/features-and-benefits\/individuals\" target=\"_blank\" rel=\"noopener noreferrer\"><img decoding=\"async\" class=\"aligncenter wp-image-7166 size-full\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/image1-205.png\" alt=\"DocuSign secure platform\" width=\"842\" height=\"498\" \/><\/a><\/p>\n<h3>7. Ask for feedback<\/h3>\n<p><span style=\"font-weight: 400;\">Oh, you thought you were done as soon as you closed the deal? Not so fast! There are two more steps, and they\u2019re critical ones, both for retaining existing customers and also creating future referrals. You need to make sure they\u2019re set in stone as well.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">One of the best times to ask for customer feedback is immediately after the sale has been completed. Don\u2019t be bashful about it\u2014<\/span><span style=\"font-weight: 400;\">follow up with your customer!<\/span><span style=\"font-weight: 400;\"> Their feelings about your business are still fresh, and hopefully they\u2019re positive ones. It\u2019s the perfect time to gather testimonials. You might feel a little awkward asking, but by baking this stage into your sales process, it should become second nature.\u00a0<\/span><\/p>\n<p><b>Helpful tool for soliciting feedback: <\/b><span style=\"font-weight: 400;\">There are numerous electronic survey platforms and <\/span><span style=\"font-weight: 400;\">sales apps<\/span><span style=\"font-weight: 400;\">, some of which you\u2019re no doubt already familiar with: SurveyMonkey and Qualtrics are two of the best known. Both of these can be integrated with your CRM and automate the sending of surveys to customers after purchases.<\/span><\/p>\n<h3>8. Nurture the relationship<\/h3>\n<p><span style=\"font-weight: 400;\">Keeping an existing customer costs less than securing a new one\u2014that&#8217;s Business 101. So, with that in mind, make this philosophy an integral part of your sales process.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Remember: once a sale is completed, the customer relationship has only just begun. At this stage of the sales process, what happens needs to be clearly mapped out: whether it\u2019s detailing the handoff to customer services or staying with the sales team to cross-sell, upsell, or ask for referrals.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">By setting this in stone, your team should have a clear idea of how to encourage repeat business before moving on to pursue the next lead.<\/span><\/p>\n<p><b>Helpful tool for relationship building: <\/b><span style=\"font-weight: 400;\">Your creativity! CRM software (and other useful <\/span><span style=\"font-weight: 400;\">sales software<\/span><span style=\"font-weight: 400;\">) might be a powerful tool for managing each stage of the customer journey, but exactly how you nurture customer relationships is a matter for you to decide.\u00a0<\/span><b><\/b><\/p>\n<p><span style=\"font-weight: 400;\">Be inventive, and try to devise new brand-aligned ways to charm and delight your customers, whether they\u2019re newly acquired or longtime loyalists:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-46659\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2020\/07\/b2b-sales-journey.png\" alt=\"b2b sales journey\" width=\"900\" height=\"697\" \/><\/p>\n<p><b><\/b><br \/>\n<a name=\"9 tips for building your own sales process\"><\/a><\/p>\n<h2>9 tips for building your own sales process<\/h2>\n<p><span style=\"font-weight: 400;\">Now that we\u2019ve discussed the key steps of any effective sales process, here are some best practices for helping you map out your own:<\/span><\/p>\n<h3>1. Audit your existing sales process<\/h3>\n<p><span style=\"font-weight: 400;\">Think of this as a brain dump, where there are no wrong answers. Get your sales team to lay out how they currently walk a lead through the sales cycle, from lead to customer. You might be surprised to learn how each rep handles things or uncover some areas where your team feels confused or lacking in support.<\/span><\/p>\n<h3>2. Bring great minds together<\/h3>\n<p><span style=\"font-weight: 400;\">No team is an island. As you prepare to develop your sales process, tap into the knowledge of your marketing, product development, and customer service teams. With a diverse planning team, you should be better able to craft pitch and objection messaging and brainstorm ideas to center and delight customers at every stage:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone wp-image-46663\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2021\/02\/how-to-strengthen-sales-relationships.png\" alt=\"how to strengthen sales relationships\" width=\"900\" height=\"346\" \/><\/p>\n<h3>3. Consider the timing of each step in the sales process<\/h3>\n<p><span style=\"font-weight: 400;\">Timing matters. How many days should your team wait between outreach attempts? How long should reps wait for a response before deciding that a lead is unviable? Think about the buyer&#8217;s journey, and set preliminary time benchmarks at every stage of the sales process. This will let you standardize the process even further and better understand your real conversion time.<\/span><\/p>\n<h3>4. Set meaningful goals<\/h3>\n<p><span style=\"font-weight: 400;\">You need to determine exactly how a successful sales plan would look. This will help you determine whether or not it\u2019s working. Set appropriate key performance indicators (KPIs) at certain stages of the process; these could include the number of new leads per sales rep or the number of conversions over a certain period.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Whichever KPIs you choose, you must ensure they\u2019re relevant and that they directly impact revenue. Wasting time analyzing vanity data can be a hindrance, and it tells you little about how your team is actually performing.<\/span><\/p>\n<h3>5. Bake adjustments into the process<\/h3>\n<p><span style=\"font-weight: 400;\">Your sales process needs to be a living and breathing document that you can adjust as your business expands.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Decide how frequently you\u2019ll check on the KPIs you\u2019ve chosen, and make sure you stick to that schedule. Get it down in black and white, so it\u2019s part of the plan. Add monthly or quarterly reviews to your calendars once you\u2019ve decided on a schedule; this way, all stakeholders will be clear on the process and what it means for them:<\/span><\/p>\n<p><img decoding=\"async\" class=\"alignnone size-full wp-image-46665\" src=\"\/us\/en\/blog\/wp-content\/uploads\/2021\/02\/repeatable-sales-growth-e1613144185262.png\" alt=\"repeatable sales growth\" width=\"900\" height=\"519\" \/><\/p>\n<h3>6. Consider and plan for scalability throughout the process<\/h3>\n<p><span style=\"font-weight: 400;\">Ideally, your business won\u2019t stay the same size forever. You have ambition: you\u2019ll want to expand and grow. You must account for this when putting your sales process together. Consider how you might need to change your approaches and tools as your business\u2019s circumstances change.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">These plans and ideas should be incorporated into your sales process, so that your team has advance warning of what it needs to do when it\u2019s time to scale up. A RingCentral <a href=\"https:\/\/www.ringcentral.com\/business-phone-numbers.html\">business phone number<\/a> will certainly help, as will <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/business-text-messaging\/\">business text messaging<\/a>.<\/span><\/p>\n<h3>7. Test drive and tweak the new process<\/h3>\n<p><span style=\"font-weight: 400;\">Think of your sales process like turning on a light: don\u2019t just flip a switch, use the dimmer. Get one or two of your salespeople to adopt it first and seek feedback from them; you can then use this to inform how you roll the process out to the rest of the team.\u00a0<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Some team members might initially be unsure about adopting the new sales process, so it might help if some of their coworkers are on hand to dispel any misgivings from their own experience of using it.<\/span><\/p>\n<h3>8. Educate and launch the new process<\/h3>\n<p><span style=\"font-weight: 400;\">This is a very important point. If you want to know how your new sales process is affecting your business\u2019s bottom line, you need to ensure that your sales team is well-versed in it. Make the effort to ensure that everyone knows how the process works and how to make use of it. You can create a template, run training sessions, and even make a game of it. Then, release the hounds!<\/span><\/p>\n<h3>9. Gather feedback, adjust, repeat.<\/h3>\n<p><span style=\"font-weight: 400;\">At the outset of this guide, we mentioned that the best sales processes are intuitive. You\u2019ll only really be able to ascertain whether or not this is the case once your sales process has been in place for a while and everyone\u2019s had the chance to gain some hands-on experience of using it.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Once you\u2019ve launched your new sales process and it\u2019s been operational for a while, ask your sales team what they make of it. Ask them whether they\u2019ve found the process easy to follow, and if not, why not. They may have some very useful ideas for improving the process, so be sure to take their feedback properly into account.<\/span><\/p>\n<p>Your customers will also be able to give you valuable feedback. If you want glowing <a href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/customer-review-examples\/\">customer reviews examples<\/a>, listen to your customers and integrate their suggestions.<\/p>\n<h2>How to improve your sales process: What you need to remember<\/h2>\n<p><span style=\"font-weight: 400;\">With the right combination of people, tools, and creativity in place, you should be able to devise a sales process that\u2019ll streamline the lead-nurturing journey (and workflow) as well as boost conversions. As we\u2019ve stressed throughout this guide, your sales process must provide your business with the room it needs to grow:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Think ahead as you plan: make sure you build in the space and flexibility needed to adapt the process to the needs of your business as it expands and adapts to changes in the market. Finally, make sure your sales process is aligned with your business\u2019s vision, its voice, and its overall objectives.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>There are numerous approaches to selling a product or service, but to gain a crucial edge over your competitors, a streamlined process is essential. This ensures that your entire sales team is aligned and working cohesively. In this comprehensive guide, we\u2019ll break down the key components of an effective sales process and provide step-by-step instructions &#8230;<\/p>\n","protected":false},"author":1148,"featured_media":58065,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[17901,43336],"tags":[380],"class_list":["post-42549","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-leadership","category-sales","tag-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v19.3 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>How to create a sales process: a step-by-step guide | RingCentral<\/title>\n<meta name=\"description\" content=\"Learn how to create a sales process for your team to close more deals and improve your sales team strategies.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-process\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How to create a sales process: a step-by-step guide\" \/>\n<meta property=\"og:description\" content=\"Learn how to create a sales process for your team to close more deals and improve your sales team strategies.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/sales-process\/\" \/>\n<meta property=\"og:site_name\" content=\"RingCentral Blog\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/ringcentral\" \/>\n<meta property=\"article:published_time\" content=\"2021-02-03T08:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2025-07-16T08:18:58+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.ringcentral.com\/us\/en\/blog\/wp-content\/uploads\/2021\/02\/Blog-Hero_RingSense_Personalized-Coaching-Dashboard.png\" \/>\n\t<meta property=\"og:image:width\" content=\"1860\" \/>\n\t<meta property=\"og:image:height\" content=\"1400\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Roman Tobe\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:site\" content=\"@ringcentral\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Roman Tobe\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"20 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"Article\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-process\/#article\",\"isPartOf\":{\"@id\":\"\/us\/en\/blog\/sales-process\/\"},\"author\":{\"name\":\"Roman Tobe\",\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#\/schema\/person\/cd4eeced3d5890ae81689ec5218ec7c4\"},\"headline\":\"How to create a sales process: a step-by-step guide\",\"datePublished\":\"2021-02-03T08:00:00+00:00\",\"dateModified\":\"2025-07-16T08:18:58+00:00\",\"mainEntityOfPage\":{\"@id\":\"\/us\/en\/blog\/sales-process\/\"},\"wordCount\":4115,\"publisher\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/#organization\"},\"image\":{\"@id\":\"https:\/\/newrcblog.wpengine.com\/us\/en\/blog\/sales-process\/#primaryimage\"},\"thumbnailUrl\":\"\/us\/en\/blog\/wp-content\/uploads\/2021\/02\/Blog-Hero_RingSense_Personalized-Coaching-Dashboard.png\",\"keywords\":[\"sales\"],\"articleSection\":[\"Business &amp; 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