Jul 11, 20217:31 PM - edited Aug 12, 202110:22 AM
HubSpot Employee
How many stages are in your sales process?
Sales processes vary a lot from industry to industry and even team to team. Do you have a long sales cycle with lots of steps, or is your sales process simple and transactional? Maybe it's somewhere in between. Share the number of steps in your process below. (No need to share any company secrets--just the number will do!)
Ok, in the company I work as a sales rep we have 2 different a sales process that vary in the beginning in 2 general ways. The the next stages of our sales process describes it in my opinion:
Congratulations, Wonderful sessions, Pieced brialliantly. We are a manufacturing company and our finished product is the raw material for our customers, We have identified 12 stages in our B2B sales process from pre-prospecting to handing over the warranty (End - End), They are:
Pre-Prospecting
Prospecting
Inquiry
Match the Specs – What are buyer specs/needs/problems?
Quote – What is their price target/limitation?
Product approval – Does this product do their job? (Product attributes/Buyers persona)
Finalize price negotiation – What is the best product for their price and our profitability?
Payment terms – A fair one that will not push our costs high by increasing our working cycle and the customer will not feel squeezed either
Sales Order – Beginning of the customer relationship, the most important phase in the buyer – seller relationship
Delivery Schedule – What works best for both of us? Communicate your lead times, your raw material buying process and time, production time, delivery constrains, get the delivery schedule in advance so the process is smooth. Neither you will sit with the goods waiting for the customer to start buying, nor the customer doesn’t have to wait forever to get the goods delivered and feel frustrated
Deliveries – Check if everything is okay, going as per plan
Return – Are their returns? Quality issues? How can we address it??
Order not moving (customer not buying the ordered goods) – Did the customer order more and does not want to buy anymore, what is the best way out? How can we resolve this with least damage to our relationship and our cash flow?
I'm trying to transition from a roles selling expensive workout equipment in retail (transactional and needs based) to a sales development role that involes more longer term selling.
I am new to Hubspot and am not in a true RevOps role though I find the intersection of marketing, sales and operations/data to be a fascinating space. So that is why I'm learning about RevOps.
That said, I currently work in higher education enrollment, and our Sales process is typically broken down in stages of an enrollment funnel that start with Lead/Inquiry (some schools will call these separate things). Next phase is an application, where the student actually fills out an application to the school. The next phase is the decision phase, where the school makes their admission decision. Before that step though, the student has to submit all the required materials (transcripts, test scores, a recommendation, etc). So right there, some schools (not the elite schools per se but the vast majority) see some students bail out of the sales process at that point. They just never complete the admissions process.
Next, if they submit everything and then are accepted, the students then submit their deposit, which secures their spot in the class. The next step is to register for classes and the final step is to go to class!
While I don't want to necessarily only focus on a higher education lens, I do want to think about RevOps in the higher ed context since it's not commonly seen or even discussed in higher education.
Thanks for reading! Any feedback, questions, etc? Let me know! Thanks all!
One question I had after watching all the RevOps vids so far. Who owns the development of the sales process? Is it created within sales, developed within RevOps? I can see it started in sales with recommendations from RevOps as we learn from real data the efficacy.
According to the first video in the Mapping a Sales Process section, it's Sales/Sales Leadership that develops the process. So I think you're right on when you say developed with RevOps through data and reviewing metrics.
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