SALES PROCESS TEMPLATE PACK
Version 1.0

Thanks for downloading this pack. Here is what you have and where to start.


WHAT IS IN THIS DOWNLOAD
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1. Sales Process Template Pack.xlsx
   The working file. Eight tabs:

   Start Here            How to use the file and what the colours mean
   Pipeline Stages       Your stage definitions, exit criteria and win probabilities
   Deal Tracker          Every open deal, with weighted value and a stale-deal alert
   Dashboard             Forecast, pipeline by stage, win rate and stuck deals
   Follow-Up Sequences   Four ready-made cadences with message angles
   Follow-Up Tracker     Tells you the next touch for each lead and when it is due
   Lead Scoring Model    Eight scoring questions, answer options and points
   Lead Scoring Sheet    Score leads, get an A to D grade and a recommended action

2. Sales Process - Implementation Guide.pdf
   Seventeen pages covering how to design your stages, run the tracker, read the
   dashboard, use the cadences, calibrate the lead score, and run a 30-minute
   weekly sales meeting. Includes a bank of twelve ready-to-adapt messages and a
   printable quick reference card.


START HERE - 45 MINUTES
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  1. Open the workbook and read the Start Here tab. Two minutes.
  2. Go to Pipeline Stages. Rename the stages to match how you actually sell.
  3. Open the Deal Tracker, delete the example row, and load your open deals.
  4. Open the Dashboard. Check the weighted forecast looks sensible.
  5. Book a recurring 30-minute weekly review. Section 7 of the guide has the agenda.

Read Section 1 of the guide alongside these steps.


THE COLOUR CODE
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  Blue cells    You type here. These are the only cells you need to touch.
  Grey cells    Calculated for you. Do not overwrite them.
  Cream cells   Settings you may want to change - targets, thresholds, weights.


USING THIS IN GOOGLE SHEETS
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Upload the .xlsx to Google Drive and open it with Google Sheets. Every formula
used in this workbook is supported. Dropdown lists usually carry across; if one
does not appear, select the column and re-apply it with Data > Data validation.

Keep one master copy. Working from several copies is the fastest way to end up
with a forecast nobody trusts.


A NOTE ON THE NUMBERS
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The default win probabilities and the lead scoring points are starting points
drawn from typical small-team business-to-business selling. They are not your
numbers. Once you have twenty to thirty closed deals recorded in the tracker,
replace them with your own - Section 2 and Section 6 of the guide explain how.


SUPPORT AND UPDATES
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If something does not work as described, email help@thepipelinefixer.com and I will help.
If you spot an error, tell me - the corrected version replaces this one at
thepipelinefixer.com/templates and goes out to everyone on the notes list.


Currency: South African Rand
Built for: small businesses and owner-led sales teams of two to ten people
