Sales process typically does include a complete breakdown and often times a matrix that will actually describe the following:
1) What is the definition of the different types of prospects and customers that you’re targeting?
2) What are the actual steps in the sales process that need to be followed by the sales team?
3) What are the goals at each step or each stage of the sales process in terms of advancing the sale?
4) What are the tools that are used to support that sales process at that point? It could be marketing collateral, could be lead generation using internet marketing, could be outbound telesales, could be direct mail, could be sales presentations or product demonstrations...all of those things are sales tools that get integrated with the sales process and used as appropriate at different stages in order to advance the sale.
Next in your sales process matrix typically would be a description of what the timing and delay is for each of the different stages and what follow-up items are being taken place at each stage of advancing the sale as well.
So a good sales process map often includes a matrix with an actual description breakdown and definitions of the different stages of the sale and what steps are being taken and what tools are being used. It also typically will include a sales process map that becomes a logic diagram to show exactly how the work flow looks. And then typically once a sales process is modeled properly and de-bugged it will be automated using CRM tools such as salesforce.com to actually automate all the different steps that take place in the sale and to provide repeatable and scaleable process that can be rolled out to across a large number of sales people.
Many companies don’t understand the importance of having a well defined sales process as a basis for their success. As a result of that, they leave selling up to individuals who they bring on to their team and expect them to sell however they sell without following a company’s particular set of rules or disciplines. This can lead to stunted growth, stagnant sales and too much dependency on the individual that’s hired into the sales job and not enough dependency on the process, which in more professionalized firms is well documented and defined and allows a company to easily hire people in and train them to the process.