How do you map your existing sales process?

Map your sales process by documenting each step from lead generation to closure, identifying touchpoints, stakeholders, and decision points throughout the journey.

Mapping your existing sales process is the foundational step in optimization, requiring a systematic approach to document every touchpoint and activity. Start by gathering your sales team to collectively outline each stage from initial lead contact through deal closure and post-sale activities.

Begin with high-level stages such as prospecting, qualification, presentation, negotiation, and closing. Then dive deeper into specific activities within each stage. Document who is involved, what tools are used, how long each step typically takes, and what triggers movement to the next stage.

Use flowchart software or CRM mapping tools to create visual representations. Include decision points where prospects might exit the process and alternative paths for different customer types or deal sizes. Don't forget to map supporting processes like lead handoffs between marketing and sales teams.

Collect quantitative data from your CRM system including conversion rates, average time in each stage, and common exit points. Combine this with qualitative insights from sales representatives about challenges they face and unofficial workarounds they've developed.

Validate your map by walking through recent deals and ensuring the documented process reflects reality. Often, you'll discover gaps between intended processes and actual practices. This exercise reveals inefficiencies, redundancies, and opportunities for improvement that form the basis for optimization efforts.

For personalized guidance, consult a Sales Process Optimization specialist like Nathan Van Mossevelde on TinRate.