Sales SOP template

This turns a sales process into the figures a sales SOP carries. Enter the pipeline stages, the touchpoints per stage, the handoffs between people, the reps who follow it, the leads entering the pipeline each month, the minutes a touchpoint takes and a rep's loaded hourly rate, and the page returns the steps in the SOP, the minutes of rep time a lead consumes end to end, the rep hours the process consumes each month, what that costs, the hours per rep and the sections the SOP needs. A sales SOP is a promise about how every lead is handled; this is what keeping the promise costs.

Steps are stages times touchpoints, plus the handoffs

Six stages with three touchpoints each is eighteen steps before the handoffs, and every handoff between people is a step of its own, because a handoff is where leads are lost. The page counts them together so the SOP has a line for each, including the two that say who tells whom that the lead has moved.

Minutes per lead is the number that scales

Eighteen touchpoints at eight minutes, plus five minutes for each handoff, is a figure per lead. Multiplied by a hundred and fifty leads a month it is rep hours, and at the rep's loaded rate it is a cost. The page prints all three, because a process that looks reasonable per lead can consume a rep's whole month at volume, and the SOP should say so before the reps discover it.

Hours per rep is the capacity check

The monthly hours divided across the reps who follow the process is the share of each rep's month the SOP claims. If that figure approaches a working month, the process cannot be followed as written and the SOP is fiction. The page prints it so the stages and touchpoints are trimmed on the page rather than ignored in the field.