Sales Process Alignment Check (Onboarding)

Sales Process Alignment Check (Onboarding)

1. 01

   Map the client's current sales stages and define the handoff criteria between marketing and sales.

   Document each stage from lead to closed-won, noting where leads stall and what triggers a handoff. This baseline reveals where enablement tools will add leverage.

2. 02

   Inventory existing content assets and tag them by sales stage and buyer persona.

   Pull from the client's CMS, shared drives, and CRM attachments. Classify each asset as awareness, consideration, or decision-stage content to spot gaps.

3. 03

   Interview three to five sales reps to capture their top objections and the content they actually use.

   Ask which assets they reach for in a deal and which they ignore. Reps will name the real friction points faster than any dashboard.

4. 04

   Review the current tech stack for duplicate or underused tools that overlap with enablement capabilities.

   Check if the CRM already has content tracking or if a separate tool is redundant. Consolidation reduces tech debt before adding new subscriptions.

5. 05

   Define the key buyer engagement metrics the agency will report on, such as content views per deal or time-to-close.

   Agree on a small set of metrics tied to revenue, not vanity counts. This ensures the enablement investment can be measured against ROI.

6. 06

   Document the agreed sales process and metrics in a shared playbook for the agency and client teams.

   A single source of truth prevents scope creep and keeps both sides aligned on what success looks like.