A sales process is a series of repeatable steps that a salesperson takes to take a prospective buyer from the early stage of awareness to a closed sale. It is a structured approach that outlines the steps taken by salespeople to convert leads into customers. A sales process is a roadmap for a salesperson and a journey for a prospect. It is a method that a company follows to sell its product or service to customers. The sales process is similar to developing a relationship with someone new. It involves a series of steps, from initial contact with a lead to the final sale.

Typically, a sales process consists of 5-7 steps. The exact steps and sequence may vary across organizations, but sales processes generally follow a consistent format. The following are the most common steps in a sales process:

1. Prospecting
2. Preparation
3. Approach
4. Presentation
5. Handling objections
6. Closing
7. Follow-up

A strong sales process helps sales reps consistently close deals by giving them a framework to follow. It provides a clear roadmap of actions to be executed in a specific order. A sales process is not static; it should be refined and improved over time. Creating a sales process will not only improve a business’s bottom line but also help employees succeed individually.