A standardized commercial process covers the full arc of a sale — from the first contact with a potential customer to the structured follow-up after the deal is closed. Here's what that looks like in practice.
The commercial process we design covers six core stages, each with clear entry criteria, key activities, and advancement conditions.
Criteria for identifying potential customers worth pursuing — based on your ideal customer profile, not intuition.
A structured evaluation framework to determine whether a prospect has the need, authority, resources, and timing to become a customer.
The core of the commercial interaction — discovery, proposal, objection handling — with scripts and frameworks for each conversation type.
Defined closing approaches appropriate to your product and customer type, with clear criteria for when and how to move to close.
The transition from sales to operations — structured to protect the customer relationship and ensure delivery meets what was promised.
Structured touchpoints and check-ins after the sale to protect retention, identify expansion opportunities, and generate referrals.
Explicit conditions that determine when an opportunity moves from one stage to the next — eliminating the ambiguity that leads to pipeline inflation and missed follow-ups.
Structured communication guides for each interaction type — not rigid word-for-word scripts, but frameworks that ensure key messages, questions, and commitments are consistently communicated.
Documented responses to the most common objections your salespeople encounter — so the team has a consistent, considered approach rather than improvising under pressure.
A defined set of metrics for each stage — what to measure, how to measure it, and what the measurements are intended to reveal about the health of the commercial process.
Flowcharts and stage diagrams that give your team a clear visual overview of the entire commercial cycle and where each opportunity sits within it.
Detailed operational guides for each stage — what to do, in what order, with what tools, and what outcome to aim for before advancing.
Ready-to-adapt templates for emails, calls, proposals, and follow-ups — covering every major communication touchpoint in the commercial cycle.
Clear definitions of each metric, how to calculate it, what cadence to review it at, and what action each metric should trigger when it moves in a given direction.
The process we design is always adapted to your specific product, market, and team. Contact us to discuss what a structured commercial process would look like for your situation.