Sales process diagram: Increase your B2B sales!

Want higher conversion rates, predictable growth, and happier customers? A structured sales process is your key. Especially in today's tough market, it's a strategic necessity, not a luxury. Companies leveraging a clear process consistently outperform those that don't.

This article unpacks a complete solution-based selling model tailored for complex, B2B, high-value sales (think SaaS, Business Consulting, or Tech Solutions). We focus on the consultative approach needed to understand client pain points deeply.

Get actionable insights, including:

• Real-world sales process examples for SaaS, Consulting, and Technology.
• An editable process diagram you can customize using the HEFLO modeler (create your free account).
• Full PDF documentation detailing the process, goals, roles, and expert tips.

If you're ready to elevate your sales team, streamline operations, or ensure you start correctly, this guide delivers.

Sales Process Diagram Steps

A sales process diagram typically outlines a repeatable sequence of steps that the sales team follows — starting from the moment a lead is identified all the way through to closing the deal.

In the diagram presented here, the process is organized into four key stages:

• Identification of the lead
• Lead qualification
• Solution proposal and proof of concept
• Negotiation

Breakdown of the Sales Process Diagram

1. Lead Identification

The process begins when the sales representative identifies a potential lead. After reviewing the available information and engaging in initial conversations, the seller determines that there is genuine interest. This mutual exchange helps confirm that it’s worth continuing discussions around the company’s offering.

2. Lead Qualification

This is one of the most crucial stages of the process. Based on the additional information gathered, the seller must assess whether the lead is truly a viable prospect. To do this, four key questions are considered:

• Does the prospect have a clear need for the product or solution?
• Can they see the value in the proposed offer?
• Do they have the budget to make the purchase?
• Is there access to a decision-maker?

If the lead meets these criteria, they qualify to move forward in the sales process diagram. Otherwise, the process may be discontinued. The qualification stage typically follows a 15-day timeline before a decision must be made.

3. Solution Proposal & Proof of Concept

At this point, the seller presents a tailored solution and, if applicable, a proof of concept to demonstrate value and minimize risk for the prospect. The goal is to build trust and secure verbal approval. This stage is time-sensitive — ideally completed within 45 days.

If no decision is made within this timeframe, the Account Executive steps in to determine the next move:

• Proceed to negotiation,
• Or conclude the process, ensuring proper documentation and sharing of lessons learned.

4. Negotiation & Closure

Here, the final terms of the sale are formalized. If both sides agree — congratulations, the deal is closed! A contract is drafted if necessary.

If the deal doesn’t go through, the outcome is documented and the key takeaways are recorded for future improvement.

Regardless of the result, it’s essential to follow up with delivery monitoring to ensure the quality and satisfaction promised during the sales process.

Explore and Customize This Sales Diagram in HEFLO

We invite you to open this sales process diagram directly in the HEFLO Modeler. With this powerful, cloud-based BPM tool, you can edit the diagram to match your company’s reality, print it for documentation or presentation purposes, and access a library of other ready-to-use business process diagrams. Take advantage of HEFLO’s intuitive interface to adapt and optimize your procurement workflow with ease.

Also, you can also download a complete, professional documentation of this sales process template example using the link below. The document was generated by HEFLO after capturing all the tasks.