[Contact us to convert this template to a complete sales system]

Copyright ⓒ 2013-2018, Membrain.com. All rights reserved.

INSTRUCTIONS

This tool is intended to work as a companion as you work through the

creation of your sales process.

1. Start on Tab 1: Create an Ideal Customer Profile to identify which

customers you can serve better than anyone else.

2. Move to Tab 2: Determine everything your sales team is doing or

should be doing. Use the dashboard to make sure you have a balanced
approach.

3. Brainstorm with your team to capture all of the steps the client takes
when they buy from you.
4. Move to Tab 3: Map these activities sequentially into the proper
columns.
5. Modify drop down lists and headers to match your unique processes.

6. Formalize your sales process to match your document!

7. Contact us to make your process easy to follow in Membrain.

 INSTRUCTIONS
Purpose: Identify the qualifying criteria for your ideal
customers

Select an existing category in the drop-down list available. If

a category you wish to apply is not available in the list,
simply overwrite the "Add more qualifiers here" text.

For each category, clarify what constitutes a good and bad

fit for you. For example, over 500 employees, over/under
$100M annual revenue, specific industry, etc. Complete this
exercise for as many categories as you require before
moving on to tab 2 (Step List)

When the process feels solid, please contact us to

make it actionable and informative to ensure
successful execution by your sales team.

[Contact us to make your process easy to execute]

Copyright ⓒ 2013-2018, Membrain.com. All rights reserved.

 IDEAL CUSTOMER PROFILE

CATEGORY GOOD FIT

What's a good fit for you? Overwrite this text!

Industry Example: Transportation, Software, Robotics

Add more qualifiers here

FILE

BAD FIT

Example: Healthcare, Entertainment, High-

seas piracy
 INSTRUCTIONS
Under "Process Step", list everything your
sales people do - or should be doing - from
first contact to signed agreement with a
new customer. You can either select a pre-
defined step available in the drop down, or
write down your own name for a step if it
does not exist.

Answer the 3 questions listed on each step;

why is this step important to your sales
process? How will a sales person go about
completing it (do they need any particular
resources, what is best practice, etc?) and
how will you verify that the outcome was
successful?

At the top of the page, you will see five (5)

different types of steps that you can use in
your sales process. Some of the things you
do is to build value, or help clients facilitate
their internal buying decision process. A
good sales process includes a healthy mix of
all types. Every option in the drop-down list
is tied to one of these categories, so it will
automatically add them up. If you add your
own steps, add the prefix "Buyer", "Value",
"Internal", "Qualifying" and "Activity" to
make sure they are added correctly at the
top of the page.

When the process feels solid,

please contact us to make it
actionable and informative to
ensure successful execution by
your sales team.
 When the process feels solid,
please contact us to make it
actionable and informative to
ensure successful execution by
your sales team.

[Contact us]

Copyright ⓒ 2013-2018, Membrain.com. All rights reserved.

Buyer Focused Steps Value Building Steps

0 0
To help the prospective client move through their If we want to sell our products and services on the
decision process, we need to help address their value they bring rather than as a price-based
questions, concerns and perceived risks. Add some commodity, we must help the buyer realize the value
buyer centric steps to produce a more effective sales of these for their organization. Add steps that help
process that produces better forecasts. build a business case for change.

UNREFINED STEP LIST - COLLECT ALL OF

PROCESS STEP
Activity: First Contact
Add another step here
 Internal Milestones Qualifiying Outcomes

0 0
Not everything is about building value or helping the Some clients may not be a great fit for our products
buyer. While internal milestones may definitely be and services. We should put some qualifiers in place
important to provide a consistent buyer experience to see which clients we should pursue, and to indicate
and deliver outcomes, sometimes we need to manage if and when we should awalk away from a client who
and track these for resource planning or similar. may not be in a position to buy from us.

EP LIST - COLLECT ALL OF THE STEPS, QUESTIONS, ETC, BELOW

WHY IS THIS STEP IMPORTANT? HOW DO WE COMPLETE THIS STEP?

Activity Steps

1
These few steps we've added now is a great way to
communicate with the client on what the next step in
the process could be, and why those are helpful for
them. Ideally these activities are paired with other
step types to ensure a valuable interaction.

HOW DO WE VERIFY SUCCESSFUL

OUTCOME?
 INSTRUCTIONS
OPPORTUNITY QUALIFICATIO
STEP
Industry
Add more qualifiers here
0
0
The information you completed under "Ideal
Customer Profile" should be reflected under 0
"Opportunity Qualification". You will see the
category listed and the qualification criteria 0
that must be met.
0
Stages: Start by naming the different stages of
your sales process. Simply overwrite the 0
default names provided in the Excel
("Awareness", "Research" etc). 0

Now it is time to sequence all of your steps 0

created in the "Step List" tab. Move your
cursor to the first cell under your first phase 0
and select the very first step that needs to be 0
completed. Keep doing this until you have
listed all steps in the first stage of your sales 0
process. Then simply move on to the next
phase and continue this exercise until all the 0
steps have been sequenced correctly across
all stages.

For each step or milestone completed, add

the probability impact in %. When the final
step in final phase has been completed, it
should read 100%

When the process feels solid, please contact

us to make it actionable and informative to
ensure successful execution by your sales
team.
[Contact us]

Copyright ⓒ 2013-2018, Membrain.com. All rights reserved.

 STAGE NAME

TUNITY QUALIFICATION AWARENESS

QUALIFIED IF STEP %
What's a good fit for you? Ov Activity: First Contact
Map out additional steps

0
0
0
0
0
0
0

Total probability by completing

all steps in stage

0%
 STAGE NAME STAGE NAME

RESEARCH CONSIDERATION
STEP % STEP %

Total probability by completing Total probability by completing

all steps so far all steps so far

0% 0%
 STAGE NAME STAGE NAME

DECISION UNUSED
STEP % STEP %

Total probability by completing Total probability by completing

all steps so far all steps so far

0% 0%