Business Processes and Standards
How the Department Works
When you need this section
There is no shared understanding of how the department works. Every salesperson is their own director. The result is unpredictable and depends on the individual.
Everyone works differently
There are no standards: each salesperson invents their own customer process.
Handoffs at exit are a disaster
A salesperson leaves and part of the customer base goes with them. There is no documented process.
Scaling stalls
You hire new people, but each one learns from scratch - there is no documented operating model.
Unstable quality
One salesperson handles a lead in 5 minutes, another a day later. There are no standards.
The manager is tired of policing
Without personal oversight everything falls apart - because the rules are not written down.
A process description that the team works by
The result is a working document, not theory.
Business process map
- All department processes: from lead to repeat sale
- Roles and accountability at each step
- Control points and quality criteria
Work standards
- Speed and quality benchmarks
- Required actions at every stage
- Rules for exceptions and unusual situations
Checklists and templates
- A checklist for each typical process
- Document and communication templates
- CRM operating instructions
What's inside the section
A detailed structure with concrete content.
Lead handling process
From inbound request to first contact: speed, sequence, owner.
Deal management process
A workflow for each funnel stage: what to do, what to say, what to record.
Working with the customer base
Repeat sales, recovery of stalled deals, and handling rejections - documented and standardized.
Administrative processes
Reporting, stand-ups, training, onboarding for new hires - all documented.
The creation process
A clear process - from briefing to the final document.
How the team actually works
Map of current processes
Processes, standards, checklists
Edits, clarifications, final version
Minimum from you
We need your time and access to data. We handle the rest.
2-3 hours from your top salespeople
Access to CRM
Current instructions (if any)
Examples of typical work situations
Honest answers
Questions clients ask before we start.
Won't the standards be too rigid?
Standards set the boundaries; inside them there is freedom. The point is not to remove initiative, it is to remove chaos.
How do you make sure standards are followed?
We embed control points into CRM and the stand-up cadence - compliance becomes visible without manual checks.
What if processes keep changing?
We schedule a quarterly review. A standard is a living document, not a permanent rulebook.
How long does development take?
A baseline package takes 7-14 working days. It depends on the number of processes and team size.
Ready to build a sales playbook your team will actually use? Book a 30-minute review - we will show what your playbook will include and the impact you can expect.
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