Sales Pipeline Build Exercise: Mapping Out the Sales Pipeline Process

Objective:

To gain a solid understanding of the sales pipeline, its stages, and the tasks that need to be completed at each stage to drive a deal from lead to closing.

Instructions:

You will map out a typical sales pipeline process and list the corresponding tasks that need to be executed at each stage. Then, apply this structure to a mock sales scenario.

Part 1: Sales Pipeline Stages & Tasks

Here are the common stages in a sales pipeline. For each stage, list the tasks that need to be completed before moving on to the next.

  1. Lead Generation / Prospecting

  • Objective: Identify potential customers who might be interested in your product or service.
  • Tasks:

  – Research target market and ideal customer profiles (ICPs).

  – Use tools (like LinkedIn, CRM, cold email campaigns) to gather leads.

  – Prioritize leads based on quality and potential interest.

  1. Qualification

  • Objective: Determine if the prospect is a good fit for your product/service and whether they have the authority and budget to buy.
  • Tasks:

  – Initial outreach: phone call, email, or social media message.

  – Use discovery questions to assess need, timeline, and decision-making process.

  – Identify key decision-makers.

  – Qualify/disqualify prospects based on fit.

  1. Meeting / Discovery

  • Objective: Understand the prospect’s needs and demonstrate how your solution can solve their problems.
  • Tasks:

  – Schedule and conduct a discovery call or meeting.

  – Ask in-depth questions to uncover pain points and business challenges.

  – Provide a high-level overview of your product/service benefits.

  – Tailor your approach based on the prospect’s needs.

  1. Proposal / Pitch

  • Objective: Present a personalized solution to the prospect’s problems.
  • Tasks:

  – Prepare a customized proposal or product demonstration.

  – Highlight benefits, features, and how your solution meets their needs.

  – Present pricing options and ROI (Return on Investment).

  – Answer any immediate objections or questions.

  1. Negotiation / Handling Objections

  • Objective: Address the prospect’s concerns and objections while getting closer to an agreement.
  • Tasks:

  – Identify and acknowledge objections (e.g., price, product fit).

  – Offer solutions or compromises.

  – Review terms of service and potential contract adjustments.

  – Negotiate on pricing, timelines, or features if necessary.

  1. Closing

  • Objective: Secure the deal and finalize terms.
  • Tasks:

  – Obtain verbal or written agreement from the prospect.

  – Send over the contract or purchase order (PO) for signature.

  – Finalize the details (payment terms, delivery date, etc.).

  – Send thank you note and onboarding information.

  1. Follow-up / Post-Sale

  • Objective: Ensure customer satisfaction and build a relationship for future sales or referrals.
  • Tasks:

  – Schedule follow-up calls or check-ins.

  – Offer customer support or resources for a smooth onboarding.

  – Request feedback on the experience.

  – Nurture the relationship for upsell opportunities or referrals.

Part 2: Practical Application

Scenario:  

You are a sales representative for a software company that offers CRM solutions to small and medium-sized businesses. Your task is to map out the steps you would take to move a new lead from initial contact to closing the deal. 

  1. Identify 10 potential leads (small business owners).
  2. Choose two to move through each stage of the pipeline. At each stage, perform the corresponding tasks (e.g., send a cold email, schedule a discovery meeting, draft a mock proposal, etc.).
  3. Document your progress and take notes on what worked and what didn’t. Identify where you encountered challenges and how you overcame them.

Reflection Questions:

– At which stage did you face the most resistance or challenges?

– How did you address objections during the negotiation phase?

– What would you change in your approach to improve the outcome?

– How would you follow up after the sale to maintain a strong relationship with the customer?

This exercise will help you understand the structured flow of the sales process while allowing you to practice real-world tasks at each stage.

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