Sales Process Setup Checklist | Free Interactive Checklist

Build a repeatable, scalable sales process. From prospecting to closing, set up the systems and scripts that turn leads into customers.

Pipeline & Stages

Define your sales pipeline structure.

  • Define 4-6 clear pipeline stages Tip: Common stages: Lead → Qualified → Proposal → Negotiation → Won/Lost
  • Set criteria for moving leads between stages
  • Define your ideal customer profile (ICP)
  • Create a lead qualification framework (BANT, MEDDIC, etc.)
  • Set target conversion rates for each stage

Scripts & Templates

Create standardized communication templates.

  • Write an initial outreach email/message template
  • Create a discovery call script with qualifying questions
  • Build a proposal or quote template
  • Write follow-up email sequences for each stage Tip: Prepare a few follow-up messages in advance so no lead goes cold
  • Create an objection handling guide (top 10 objections + responses)
  • Draft a closing script/checklist

Tools & Automation

Set up tools to streamline your sales process.

  • Configure your CRM with pipeline stages
  • Set up a simple lead scoring approach Tip: Rank leads by engagement and fit so you focus on the best ones first
  • Create email automation for lead nurturing
  • Set up calendar booking for sales calls
  • Configure task reminders for follow-up activities

Metrics & Reporting

Track the right metrics to improve your sales process.

  • Define and track key sales KPIs Tip: Track: deals in pipeline, average deal size, close rate, sales cycle length
  • Set up a weekly pipeline review
  • Create a sales dashboard in your CRM
  • Track lead response time (target under 5 minutes)
  • Review and optimize the process quarterly

Frequently asked questions

What are the stages of a sales process?

A typical sales process includes: Prospecting → Qualification → Discovery → Proposal → Negotiation → Close. The exact stages depend on your business, but 4-6 stages is standard.

How do I increase my close rate?

Focus on better lead qualification (disqualify bad fits early), faster follow-up (respond within 5 minutes), consistent nurturing, and addressing objections proactively. Clear systems and templates help with all of these.

How long should my sales cycle be?

B2C sales cycles can be hours to days. B2B cycles typically range from 1-6 months depending on deal size. Track your average cycle and look for ways to reduce friction at each stage.

Keep the momentum going.

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