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Sales Process Overview and Steps

The document outlines a sample sales process with several key stages: lead input and qualification, lead nurturing, job order intake, managing the interview and offer cycles, and ongoing account management. The process begins with generating and qualifying leads, then nurturing qualified contacts. Once a job order is received, recruiters source candidates that sales presents to clients. Sales then manages moving qualified candidates through the interview and offer processes before handing off to account management.

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valeh farid
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54 views10 pages

Sales Process Overview and Steps

The document outlines a sample sales process with several key stages: lead input and qualification, lead nurturing, job order intake, managing the interview and offer cycles, and ongoing account management. The process begins with generating and qualifying leads, then nurturing qualified contacts. Once a job order is received, recruiters source candidates that sales presents to clients. Sales then manages moving qualified candidates through the interview and offer processes before handing off to account management.

Uploaded by

valeh farid
Copyright
© All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPT, PDF, TXT or read online on Scribd

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

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