Engagement › Sales · 3 of 4
Systems of Sales
By RISE Business Framework · Created by Gary Harper and Brandon McCurdy · Reviewed
A sales system is the process and platform a team uses to manage leads, track performance and close deals. In RISE, you build a replicable process that includes follow-ups. It runs through a seven-stage funnel split between marketing and sales, with an opportunity handoff in the middle.
How RISE does it
- Centralize customer data, performance metrics and insights in one platform.
- Include automated lead scoring, segmentation and reporting tools.
- Use real-time analytics to measure ROI.
- Best practice: follow up with leads at least 16 times, using multiple channels.
Systems of Sales is one of four tools in Sales, part of the Engagement quadrant of the RISE Business Framework.
The RISE tool
RISE Sales Funnel
| Stage | Owner |
|---|---|
| 1. Fresh Prospects & Leads | Marketing |
| 2. Prospect Engagement | Marketing |
| 3. Lead Nurturing | Marketing |
| 4. Opportunity Handoff | Marketing to Sales |
| 5. Advancement | Sales |
| 6. Negotiation | Sales |
| 7. Closing | Sales |
“Understanding the sales funnel and its systematic processes helps create a customer-centric sales journey that optimizes conversions and encourages repeat business.”Gary Harper
AI RISE Coach
Work through Systems of Sales with the AI RISE Coach
“Walk me through Systems of Sales in the RISE Business Framework and help me apply it to my business.”
Quick self-check
“We have a proven sales process, weekly training and measurable success turning leads into paying customers.”
Frequently asked questions
What are the stages of a sales funnel?
RISE uses seven: fresh prospects and leads, prospect engagement, lead nurturing, opportunity handoff, advancement, negotiation and closing. Marketing owns the top and sales owns the bottom.
What should a CRM or sales system do?
RISE says it should manage customer data, track performance and capture insights. It should include automated lead scoring, segmentation and reporting.
The other tools in Sales
- Resources of SalesDefine who sells, what tools they use, how you pay them, and when they train each week.
- Inspiring a Sales TeamRecognize wins, hold scheduled feedback sessions and set clear goals to keep the team positively motivated.
- Engaging CustomersStay in touch through personal, persistent contact until prospects become loyal customers.
Related in another quadrant: Talent Development
