“Sales process” refers to the sequence of steps your sales team takes with a prospect to move them from initial awareness of your offering to a closed customer. To enable accurate forecasting and decrease ramp for new sales representatives, mapping of your sales process to a simple, meaningful pipeline is key. Base provides a quick and easy way to configure your pipeline to your specific business requirements for this exact reason.
We have (3) recommendations for configuring your pipeline:
- Ensure your sales process is linear. Don’t create steps that can be skipped
- Each stage should include the following: an action-oriented naming convention (‘Discovery’), associated sales activities (‘Confirm Client Discussion, Notate Use Case and Requirements, Prepare Demo Environment’) and a clear exit criterion (‘Demo Scheduled’).
- Input and use your best guess at each stages’ 'Win Likelihood' to enable accurate usage of Base forecasting and reports
Action-Oriented Naming Convention: Use strong verbs so both you and your team can understand where your Deal is currently, and any next actionable steps.
Associated Sales Activities: Define which activities your team needs to complete within each stage (ex. within 'Discovery': ‘Confirm Client Discussion, Notate Use Case and Requirements, Prepare Demo Environment’).
Exit Criterion: Note what singular activity needs to be completed prior to moving your Deal to the next stage. This step should never be skipped.
Let's get started and follow the button below to configure your pipeline stages. Once you've finished, your team will have immediate access to the new stages, enabling them to start selling and following your new process!