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S-02 · SAvailable now

Sales Process Worksheet

Documents what actually happens from first enquiry to signed order, and where deals stall on the way.

Working assessment · S-02

Sales Process Worksheet

Diagnose the practical sequence from first contact through qualification, proposal, follow-up, close and handover.

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Assessment progress0 of 10

Rate what your business actually does. If unknown, select 1. Each practice uses a five-point scale.

1Not in place / not known

2Informal or rarely done

3Partly established

4Regularly done and reliable

5Documented, reviewed and tested

Area 1 of 5

First response

Every incoming enquiry is captured in one traceable place with a named owner.

01.Every incoming enquiry is captured in one traceable place with a named owner.

Not establishedDocumented and tested
We have an agreed timeframe and coverage plan for responding to enquiries.

02.We have an agreed timeframe and coverage plan for responding to enquiries.

Not establishedDocumented and tested

Area 2 of 5

Discovery & qualification

Sales conversations consistently establish the buyer problem, desired outcome and next decision.

03.Sales conversations consistently establish the buyer problem, desired outcome and next decision.

Not establishedDocumented and tested
We can decline or redirect opportunities that are a poor commercial or delivery fit.

04.We can decline or redirect opportunities that are a poor commercial or delivery fit.

Not establishedDocumented and tested

Area 3 of 5

Proposal & close

Quotations clearly specify deliverables, exclusions, timescales and commercial terms.

05.Quotations clearly specify deliverables, exclusions, timescales and commercial terms.

Not establishedDocumented and tested
Proposals are followed up to a planned schedule with a defined decision request.

06.Proposals are followed up to a planned schedule with a defined decision request.

Not establishedDocumented and tested

Area 4 of 5

Handover & fulfilment

Orders are transferred to delivery with agreed specifications and customer expectations.

07.Orders are transferred to delivery with agreed specifications and customer expectations.

Not establishedDocumented and tested
After delivery, we confirm customer acceptance and record feedback or next needs.

08.After delivery, we confirm customer acceptance and record feedback or next needs.

Not establishedDocumented and tested

Area 5 of 5

Measurement & improvement

We review how many opportunities enter, advance and leave each sales stage.

09.We review how many opportunities enter, advance and leave each sales stage.

Not establishedDocumented and tested
We regularly review what successful and unsuccessful sales conversations teach us.

10.We regularly review what successful and unsuccessful sales conversations teach us.

Not establishedDocumented and tested