Sales Process Checklist
The Sales Process Workflow is designed for contractors, home builders, and specialty trades to guide the customer journey from first contact through signed contract. This step-by-step checklist helps your team qualify leads, conduct discovery calls, perform site inspections, and position your company as the expert by educating clients and addressing their concerns. It also covers preparing estimates, creating professional proposals, handling objections, and securing the final agreement. Use this workflow to streamline your sales process, improve conversion rates, and build trust with both residential and commercial customers.
Record the new lead in our CRM or project management system
Qualify the lead using our lead qualification form to capture project type, scope, budget, and timeline
Verify and record accurate contact information for all decision makers
Schedule and conduct a discovery call to understand the customer’s needs and priorities
Share how our company works and set expectations for the sales process
Schedule a site visit or property inspection with the customer
Walk the site and take detailed notes, photos, and measurements
Identify potential issues or challenges and explain how we would address them
Ask questions the customer may not have considered to demonstrate expertise
Educate the customer on material options, code requirements, or best practices
Confirm the customer’s preferences for materials, colors, and finishes
Gather all information needed for estimating, including subcontractor/vendor input if required
Prepare the job estimate based on scope, materials, and labor requirements
Create a formal proposal that clearly outlines scope, pricing, inclusions, and exclusions
Send the proposal to the customer and confirm receipt
Schedule a follow-up meeting or call to review the proposal in detail
Answer customer questions and address any objections or concerns
Revise and resubmit the proposal if changes are requested
Gain verbal agreement on scope, price, and schedule from the customer
Draft and send the contract for review and signature
Receive the signed contract from the customer and confirm project award
👈 Use this SOP template inside Subtrak
Edit with AI. Customize in seconds. Store and share all your SOPs and checklists in one place.