The sales workflow is a six-step process that almost any product or service goes through, from prospecting to closing. Each stage has specific tasks that must be completed, and the process remains relatively intact from start to finish. The stages include prospecting, qualification, discovery, development, proposal, and closing.
The sales workflow, which sales veterans often refer to as the sales checklist, is a six-step checklist. Each stage has several jobs that must be completed before the stage is completed. Almost any product or service goes through the sales workflow from start to finish. While the process may be slightly different from business to business, it remains relatively intact from the prospective stage to the closed stage.
The sales stage workflow begins with the prospect stage. This is when a new perspective is found in the company’s target market. Once the potential opportunity is found, meetings are scheduled to see if the prospect is real and to meet people who will produce the product if this sales workflow gets that far.
In the qualified stage of the workflow, the company has discovered that the potential opportunity is real. This means that agendas are drawn up and the company decides how the product will be created. Follow-up meetings with the prospective client are also scheduled.
During the discovery phase of the sales workflow, the company discovers all issues related to the new product. The company looks into any purchasing issues and everything is prioritized and priced. The project also receives funding at this stage, so it can be created later in the sales workflow. All allies, enemies and neutral companies that could influence the process are discovered.
The developed phase begins after a product plan has been developed. This part of the sales workflow is when the prospect visits customers to make sure that the customer is truly interested in the product. Management approves pricing and return on investment (ROI) is reviewed and approved. Resources for the product are also evaluated to see if the company has the resources needed to make the product.
The fifth stage, the proposal stage, is when the final proposals are submitted. The prospect who initiated the sales workflow is discussed to ensure they approve any contracts and that any changes to product creation, marketing or implementation are agreed. The contracts are sent to the proposal legal department and the product is ready to be created.
In the last stage, the closed stage, everything is over. The product is created and implemented, all contracts are agreed and signed, revenue is credited, and all orders are completed. Also, at this stage of the sales workflow, customer satisfaction is monitored to see if the product was successful or not.
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