What is the full sales cycle?

What is the full sales cycle?

Sales cycle stages

HomeCustomer and Sales ManagementCRM (Customer Relationship Management)7 stages and 6 tips to improve your sales cycle7 stages and 6 tips to improve your sales cycleBy Maria Fernanda AguirreOn 4/21/21IndexSales cycle or business cycle: definitionWhat are the stages of the sales cycle? Sales prospecting and initial contact 2. Qualifying potential customers 3. Identifying needs 4. Presenting the offer 5. Handling objections 6. Closing the sale 7. Follow-up and customer retention How to optimize the life cycle of a sale? → 6 tips Tip 1: identify your own sales cycle Tip 2: set clear objectives Tip 3: structure your sales team Tip 4: focus on your leads Tip 5: use the right software Tip 6: continuously improve your sales cycle Understanding your company’s sales cycle is essential for your sales reps to be able to convert leads into real customers, supported by a solid strategy.


Successful sales efforts are rarely a product of luck. Generally speaking, companies that see consistent sales success provide their salespeople with a degree of guidance.

Salespeople often need a defined progression to serve as a reference point and a regimented framework that lets them know what to do next. That infrastructure is often referred to as the sales cycle.

It is a set of specific actions that salespeople follow to close a deal. The sales cycle is tactical and includes stages such as prospecting, contact, research, presentation and closing. It should not be confused with sales methodologies, which are frameworks for implementing a sales cycle.

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Your reps need the flexibility and knowledge to pick up where someone else left off. If there is no sales cycle to guide the efforts, they are unlikely to find the sweet spot.

A sales cycle also establishes the infrastructure for reps to prioritize leads and understand how far along they are in the buyer’s journey. If they can identify where they are in the context of a sales cycle, they will know how to best approach the customers they are looking for.

Types of sales cycles

A sales cycle is the process a company executes when selling a product or service to a customer. This repeatable and tactical process is a set of specific actions that salespeople follow to convert a prospect into a customer.

With a sales cycle in place, the sales area will always know what its next move is and where each lead is in the cycle. It can also help repeat success or pinpoint improvements to close deals quickly.

The length of a sales cycle has a critical effect on a company’s performance. The length of this cycle directly influences the cash flow ratio, budget planning, inventory management, marketing calendar and sales strategy.

In short, the faster the sales turnover, the faster a company will grow, while the slower the cycle, the greater the risk of liquidity problems and bankruptcy. So a strategy to accelerate the sales cycle is something that cannot be ignored.

Average sales cycle in months

Promotion: The exercise of making people aware that our brand exists. If people don’t know we sell or arrive with a bad idea of what to expect, we need to improve this stage.

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Prospecting: This is the exercise of converting a person who learns about our brand into a candidate closer to purchase, here we evaluate if the customer is a good fit for us and if the customer will be satisfied with our product. If we find that it is an ideal customer, we proceed to the sale.

After-sales: Post-sale goes at the end, but we really start working from the point of prospecting, we acquire information from the customer at the beginning and then follow up to make sure the customer is satisfied, and will come back for more products or more service.If you want to know the rest of the steps and each stage in more detail, to improve your sales cycle and make your company a smarter business, I invite you to listen to this episode at: https://youtu.be/AJr9lh1y34c