Etymologically-speaking, the word “template” has an interesting history. Our modern usage of it is linked to the Proto-Indo-European word “tempos”, which means “to stretch”. Specifically, though, it refers to time and the stretching of it.
As time-bound human beings, making use of templates allows us to have more time each day. By completing recurring processes and actions far faster overall whether they’re marketing processes or sales processes, we’re able to, in a way, cheat time itself.
For sales teams, templates are a necessity for both cheating time and doing great work, repeatedly.
Seeing as 20% of sales staff turnover happens within the first 45 days, there needs to be a thorough, documented template for how to onboard staff properly. Similarly, for the sales process itself, there needs to be a sales process template (or better yet, templates).
With such playbooks at hand, it could help your team become high performers by a whopping 33%!
That’s why, in this Process Street post, I’ll discuss what a sales process template is, provide you with a stellar sales process template, and tell you how you can use more or even build your own templates from scratch.
Just read through the following sections:
Or, if you can’t wait and want to start using the aforementioned stellar sales process template, here’s our MEDDIC Sales Process Checklist Template:
Carry on reading to find out how to cheat time further. ⏳
A sales process template is a document that helps sales staff, whether new or experienced, complete the sales process on a repeated basis.
The sales process, as a whole, usually includes a myriad of separate but successive sales processes (which, for the sake of clarity, I’ll refer to as ‘stages’):
Prospecting Qualifying Researching Presenting Handling objections Closing And following-up and handing off.
When it comes to undergoing the sales process, having a sales process template is certainly useful. Firstly, it means there’s a set way sales staff go about it, and ensures best practices are standardized and followed.
Secondly, it means newly-hired sales staff can get the same results as the pros who have been in the sales game for years. That’s because a sales process template defines what to do, when, why, and most importantly, how. So, by following the outlined steps and completing them as required, ramp-up time for recent hires is severely reduced, enabling them to achieve outstanding results much, much sooner.
Pretty nifty, right?
But the niftiness doesn’t end there: There’s something even better than having only one template for the sale process…
It’s having a template for every stage of the sales process.
As already mentioned, the sales process as a whole is made up of 5-7 stages (or, separate processes). But each stage (prospecting, qualifying, and so on) can’t be done in one step and one step alone. Multiple steps need to be undertaken for the stage in question to be completed properly.
That’s where the problem lies with all-in-one sales process templates; they’re either woefully large, or they aren’t covering all the stages that need to be covered in the necessary amount of detail.
A solution to both problems is having a sales process template for each stage (or process) within the sale process. ByContinue reading