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What is Sales Process?

What is Sales Process?

Definition of Sales Process

In software companies, a sales process refers to a repeatable set of steps a sales team takes to move an opportunity from an early-stage lead to a closed sale. A strong sales process helps reps consistently close deals & bringing new customers by giving them a framework to follow. This framework might include big-picture steps like: researching the decision makers at the target company, assessing their motivation, and crafting effective messages. Having clear steps and roles makes it hard for reps to fall through the cracks and know who is responsible for which tasks.


A sales process is a repeatable set of steps a sales team takes to move a prospect from an early-stage lead to a closed customer. There are several principles of process design that underlie high-performing sales processes. Among these are: Retention of information by the sales team, Workflow that results in face-to-face, phone or other meetings being arranged when the right moment occurs, High degree of clarity throughout the process which increases alignment and reduces confusion. (For example, clarity about the next step and how to allocate undecided revenue.) Consistent metrics to measure process performance and identify bottleneck.

Recommended Read: The Ultimate 8 Step Sales Process

Sales processes are an essential part of organization sales. A sales process is essentially a repeatable set of tasks that each sales opportunity must go through to move from initial lead to changing the lead to a new customer on the company’s CRM software. While automation tools can help manage prospect engagement, the core of a strong sales process is the flow of communication between sales reps and prospects. The best sales processes are designed to push prospects through stages in the buyer’s journey, so they eventually buy from you.

The goal of a sales process is to create a uniform, repeatable system for your entire sales team, while also making sure that sales reps are delivering consistent messaging and education during each stage of the deal. The whole sales process is put into the heart of Comfy CRM and its Sales Automation tool. Thus, it helps you to implement sales process easily, empowered by software. Also, managers can create a seamless sales process that drives performance for both the business and the customer.

A sales process isn’t a stand-alone system. It’s an essential building block of what makes a company successful at making revenue. Every sales team needs the right process in order to be successful and create maximum value for its business .

Good sales processes have these features: they are clear and concise, and they help the sales rep articulate why the product is valuable to their prospect. It’s important that each step and decision in the process is understandable for a non-salesperson, so that prospects can feel comfortable asking for clarifications as the sales cycle goes along. Most importantly, a good sales process helps your reps prioritize which activities they should be doing at a specific stage in the cycle—for example, by ensuring they don’t focus on creating presentations too early, when there are other things they should be doing first.

Any smart company knows that having a documented sales process isn’t just an aspect of best practice, but also a necessity. If you have sales reps cold calling prospecting, and haven’t given them clear direction on what they need to do at each point in the process, you are probably not maximizing your ROI. A tangible sales process which is properly communicated will help predictability and growth.

Good sales cycles rely on well-defined processes. These processes contain an organized series of well-thought-out activities designed to put your prospect at ease in the decision-making process, and guide them toward a successful outcome. They help to make sure that both you and they are on the same page all the way through, which demonstrates professionalism and helps build trust, which will help along the way when your Customer Success team works on the relationship with the client to increase loyalty.

Recommended: What is Customer Success?

A solid sales process helps your team focus on what’s most important at each step along the way. Each stage of the sales process drives you toward the goal of closing a deal and achieving your company’s sales goals. Sales processes are proven to help organizations move deals through the pipeline and close at a higher rate.