Sample Sales Process

Sample Sales Process

Lead Input (Sales Call Planning &

or Recruiting Initial Qualify Contact Lead Nurturing
Generated) Conversation Campaign

Manage Interview Manage Offer Account

Job Order Intake Cycle Cycle Management
 Lead Input

• All entries to CRM begin as a lead and stay in a lead or

“contacted” status until they are qualified/disqualified
• Depending on their Lead Status they may have contact
requirements
 Call Planning & Initial Conversations
• Create Call Plan
• Enter contact into our Marketing Campaign
• Determine which form of initial conversation is appropriate
• Execute Initial Conversation
• Execute Remainder of Marketing Campaign
 Qualify Contact

• Determine whether lead is:

• Qualified (Budget owning Hiring Manager)
• Influencer (Not a hiring manager but a valuable contact)
• Disqualified (Not a hiring manager OR a valuable
contact)
• If qualified then enter contact into Lead Nurturing
Campaign
 Lead Nurturing Campaign

• Reach out to Qualified Contact using a systematic outreach

with a focus on adding value across multiple platforms:
• Phone
• Voicemail
• Email
• LinkedIN
• Direct Mail
• Client Visit
• Any other appropriate platform (Blog comments,
Facebook, Twitter, etc.)
 Job Order Intake

• Follow Job Order Intake Form

• Ensure Job Order meets qualifications
• Classify Job Order (A, B, C)
• Sales inputs Job Order into CRM
• Assign recruiters according to Job Order Classification
• Recruiting sources, qualifies, creates presentations, and
submits candidates to sales
• Sales reviews candidates (final quality check) and presents
qualified candidates to clients
 Manage Interview Cycle

• Present candidates (try for scheduled interview blocks)

• Schedule Interviews
• Arrange for Interview Feedback
• Prepare candidates in conjunction with Recruiting
• Schedule 2nd/3rd interviews & Interview Feedback (if
necessary)
• Plant seed for “Onsite Onboarding Program”
• Continue Job Order review
• Continue candidate Job Status review
 Manage Offer Cycle

• Receive verbal offer from client

• Review/Compare any viable candidates with client
• Trial close candidate
• Close candidate
• Accept offer with client
• Schedule onsite onboarding with client
 Account Management

• Conduct Onsite Onboarding

• Implement Onsite Onboarding Program
• Schedule/conduct Consultant reviews
• Develop consultant relationship
• Implement Consultant re-deployment program
• Continue Qualification Process with all relevant Account
contacts
• Implement Executive Sponsorship in appropriate accounts