Give your sales team a set of steps to follow on the path from lead to sale. Include the necessary steps that need to be checked, and make sure you're involving relevant decision-makers. Customise the sales board and opportunities, and in just a few clicks you have a tailored sales process.

Sales process PRO requires the Sales process PRO add-on, which is also included in the CPQ add-on.

This article covers:

• Sales process: BASIC & PRO compared
• How to create a Sales process

Sales process: BASIC & PRO compared

There are two Sales process options to choose from:

How to create a Sales process

1. Click Settings → Pipeline → Sales process:
   
   
    
2. Under Sales process, click Create new:
   
   
   
    
3. Under Name & users, give your process a name. Then, under Who's going to use the sales process?, choose Users or Roles and select the users or roles who should use it. Leave it empty to offer the sales process to all users, and the list will show All for that process. Click Checklist to continue.
   
   
    
4. You'll then see a list of default checklist items:
   - Always having a next step
   - Verify budget
   - Verify our solution
   - Verify timeframe
   - Talk to the right persons
    
5. Click to toggle these off or on:
   
   
    
6. Click an item to open its settings. For example:
   a. Always having a next step
   Choose Only appointments count or Both calls and appointments count
   b. Talk to the right persons
   Pick the title category the contact should have. On Sales process PRO you can switch this to Stakeholder roles instead
   c. All options
   Choose Entire sales process, or In specific stages to name which stages the items should be shown
    
7. Click Save. A new sales process is active as soon as it is saved. Use the Active toggle in the Sales process list to turn it off or on again:
   
   
8. Now when you create an Opportunity, you can activate the Sales process:
   
   
9. Once chosen, the Sales process's checklist items appear in the Opportunity's Tasks tab (called History if your account does not have the Tasks list):
   
   
    
10. Tick the box when you've completed an item and it appears at the bottom of the opportunity card:
    
    
     
11. Where the checklist says Plan a next step, hover over and click to plan a call or book an appointment:
    
    
12. The checklist item is automatically checked after a next step has been planned
13. When ticking the box for decision-maker, add a contact with the required title category to the opportunity. Alternatively, involve the person in the sales process through an appointment or phone call
14. Click Save

Note that adding a sales process does not make the steps mandatory to move an opportunity to the next stage. If you want to add fields that are mandatory for certain stages you can add custom fields.