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How to Create Process Documentation for Sales Management?



How to Create Process Documentation for Sales Management?

As a sales manager, you know the importance of documentation. It improves the quality of the work and ensures that there isn’t any confusion over processes. Even the best sales reps can forget essential details with time, and having solid documentation ensures that they won’t have to rely on memory.

If you own a business that deals with sales, you must know how important it is to have a consistent process for your team. Having a well-defined sales process makes it easy for your team to follow a set of guidelines and increases the probability of them achieving their set goals and objectives.

The very essence of Sales Process documentation is that it is a critical component of any sales process. It details the steps, activities, and information associated with a sales process. This blog will help you understand how you can create process documentation for sales management.

But first, let us understand what it means to create a process in sales and why it is important to have a digital adoption solution.

Sales Process Documentation

A sales process lists down the steps the account executives have to take to close their quota numbers, starting from prospecting, discovery, negotiation, and all the way to closing the deal. A sales process defines the sales funnel framework and standard operating procedure for the account executives to follow to ensure high closer rates.

Sales processes ensure that each sales professional follows the same process, whether they are first learning the ropes or have been around for a while.

And by enabling process documentation or your sales playbook, you create a constant learning hub for your sales team. In case of any doubt, your sales team can just refer to the sales process documents and get it clarified in a jiffy, rather than waiting on hand and leg to know how to proceed with the deal and meanwhile end up losing the deal.


If you still don’t think it’s crucial to create a sales playbook for your sales team, consider this; companies with well-defined sales processes perform 33% higher than companies that don’t. And that’s not all. The win rates also increase by 50% for two-thirds of the companies.

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A sales document practically tells your sales team what to do, what not to do, provides knowledge for engaging with prospects, converting leads, and overall improving their performance.

A good sales document contains crucial information like:

  • Product demos, features, updates
  • Sales process
  • Competitor analysis
  • Sales collaterals
  • Sales call playbooks
  • Email templates and response templates

Using AI-based knowledge base software can help fast-track and streamline the sales documentation process for sales management.

Now that we know what a sales process document contains and why it is important let’s get into creating a sales process document for sales management.

Creating sales process document

#1. Title of the document

First thing first, add the title of the sales process document that defines the purpose of the said created document. Keep the title short and concise and fill it with keywords that often could be searched based on data and FAQs.

#2. Company Overview

Next, add details about the company, its story, values, goal, etc. Add details about how the sales team fits the company’s goal picture.

#3. Product data

If your sales reps are not aware of the product selling USPs, features, and capabilities, then how can they sell the idea of buying your product to your targeted prospects?


That is why add product feature details, demo videos, most asked questions answers, product resolution answers, etc., so your sales team can assist your customers efficiently.

#4. Pricing

Pricing should be altogether another page, containing details of the pricing model for various products and features compatibility.

#5. Competitive Intelligence

Competitive Intelligence is very important for the sales team to help them stay updated on what the competitors are selling, their pricing, features, etc. So your sales team can vitalize their sales pitch and sales strategy for closing more deals.

#6. Prospecting

Now that you have all the data you need about your company, product, competition, and market. It is time to start adding data about your target prospect’s persona for prospecting.

List down the prospecting steps starting from research.

Research: Targeted prospect demography, company, customer pain points, etc.

Identify: Not everyone can approve a buying decision in a company. That is why it’s crucial to identify the decision-makers to close deals faster.

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Reach Out Messages and Medium: What message will you use to introduce yourself to your prospects. And the medium that you are using; are SMS, social media( social selling), email, etc.


Educating your customers: Content and engagement you need to have with the prospect to educate them about the company, product, and offerings.

The number of engagements: The number of times you interact with the prospects and the gap between all interactions to build a relationship.

#7. Lead Generation

You can specify the mediums that you be using to generate leads, like;

  • Social Media
  • Campaigns
  • Chatbot on messaging mediums and website
  • Forms on website

#8. Qualify the lead

When a potential new lead fills out a form, they provide you with their contact information. The sales rep reaches out to the new lead by phone to initiate the first time they speak.

During this initial contact, it helps to qualify the lead in order to understand his/her role within an organization (i.e., IT director), size of the company, location, and what solution he/she is considering procuring next. And then the sales rep can just compare the two data.

#9. Cold call

Although the blogosphere widely considers cold calls to be harmless and even dead, they are still very much alive. In fact, 69% of buyers accepted cold calls from sales reps in the last year. The Rain Group surveyed senior-level buyers who prefer communicating through phone over email because it gives them a more personal, genuine feel.

With the right training, experience, and tactics, any sales rep can excel at cold calls to maintain superior control of face time with clients without wasting their time. As most call duration is determined by what gets talked about on the phone as opposed to emails where no one is talking. Therefore no one’s time or energy is wasted.

So add a good sales pitch and previous sales recordings to help sales reps learn from real calls.

#10. Email templates

Add all the email templates your sales team will need, like cold emails, response mailers, lead warming mails, etc. Basically, your process documentation should contain email templates starting from Tofu, Mofu, Bofu stage of the sales funnel to the closer mail.


#11. Handling sales objections

Handling and navigating sales objections is the tough part of the sales job.

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Sales is a process, and objections are part of the game. In fact, understanding objections and knowing how to combat them effectively is a big part of why you’re a sales guru!

For example, suppose your reps notice during their presentation that the prospect raises concerns about compatibility with some other system the company uses. In that case, they should know to implement strategies like providing additional information and statistics or asking questions that can lead prospects to discover answers themselves.

That is why sales pitches for countering sales objections and even follow-up steps.

#12. Nurture and follow up

Even if you have closed the deal or are not able to, continue to follow up with the prospect and nurture them with value-added content. It will ensure that you are always present in front of your prospect’s eye, and chances of closing the deal later or even upselling and cross-selling increase.

#13 Close the deal

Closing a sale is a defining moment for salespeople. It’s the culmination of all their hard work, and they may find themselves feeling some level of uncertainty or trepidation before meeting to face their customer. What happens from that point on varies greatly from company to company, but successful closers will often feel like they’ve finally done something worthwhile, as it satisfies both their professional and personal needs.

Define the steps of closure like the proposal, negotiations, buy-in, etc.

Parting words

It is important to have a clear standard Operating procedure that will be easier to introduce new sales representatives to the sales processes with clear documentation. Process documentation will also make it easier to organize meetings between sales representatives and the sales manager, who can then help the new sales representatives to learn how to work with the processes.


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Old Navy to drop NFTs in July 4th promo update



Old Navy to drop NFTs in July 4th promo update

Old Navy will update its yearly Fourth of July promotions by saluting the metaverse with an NFT drop, going live June 29.

In honor of the year they were founded, the retailer will release 1,994 common NFTs, each selling for $0.94. The NFTs will feature the iconic Magic the Dog and t include a promo code for customers to claim an Old Navy t-shirt at Old Navy locations or online.

“This launch is Old Navy’s first activation in web3 or with NFTs,” an Old Navy spokesperson told MarTech. “As a brand rooted in democratization and inclusivity, it was essential that we provide access and education for all with the launch of our first NFT collection. We want all our customers, whether they have experience with web3, to be able to learn and participate in this activation.”

Accessible and user-friendly. Any customer can participate by visiting a page off of Old Navy’s home site, where they’ll find step-by-step instructions.

There will also be an auction for a unique one-of-one NFT. All proceeds for the NFT and shirt sales go to Old Navy’s longtime charitable partner, Boys & Girls Clubs of America.

Additionally, 10% of NFT resales on the secondary market will also go to Boys & Girls Clubs.

Support. This activation is supported by Sweet, who’s played a major role in campaigns for other early NFT adopters like Burger King.


The Old Navy NFTs will be minted on the Tezos blockchain, known for its low carbon footprint.

“This is Old Navy’s first time playing in the web3 space, and we are using the launch of our first NFT collection to test and learn,” said Old Navy’s spokesperson. “We’re excited to enable our customers with a new way to engage with our iconic brand and hero offerings and look forward to exploring additional consumer activations in web3 in the future.”

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Read next: 4 key strategies for NFT brand launches

Why we care. Macy’s also announced an NFT promotion timed to their fireworks show. This one will award one of 10,000 NFTs to those who join their Discord server.

Old Navy, in contrast, is keeping customers closer to their owned channels, and not funneling customers to Discord. Old Navy consumers who don’t have an NFT wallet can sign up through Sweet to purchase and bid on NFTs.

While Macy’s has done previous web3 promotions, this is Old Navy’s first. They’ve aligned a charity partner, brand tradition and concern for the environment with a solid first crack at crypto.

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About The Author

Chris Wood draws on over 15 years of reporting experience as a B2B editor and journalist. At DMN, he served as associate editor, offering original analysis on the evolving marketing tech landscape. He has interviewed leaders in tech and policy, from Canva CEO Melanie Perkins, to former Cisco CEO John Chambers, and Vivek Kundra, appointed by Barack Obama as the country’s first federal CIO. He is especially interested in how new technologies, including voice and blockchain, are disrupting the marketing world as we know it. In 2019, he moderated a panel on “innovation theater” at Fintech Inn, in Vilnius. In addition to his marketing-focused reporting in industry trades like Robotics Trends, Modern Brewery Age and AdNation News, Wood has also written for KIRKUS, and contributes fiction, criticism and poetry to several leading book blogs. He studied English at Fairfield University, and was born in Springfield, Massachusetts. He lives in New York.

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