Sales management · Sales force design
Map who does each sales stage today and specialise the stage that leaks first.
A sales process specialisation map lists the stages from finding a lead to managing the account, and shows who does each one, for how many hours, with which tool. It marks where hand-offs break. This page ends with one stage chosen to specialise or automate first.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A sales process specialisation map lists the stages from finding a lead to managing the account, and shows who does each one, for how many hours, with which tool. It marks where hand-offs break. This page ends with one stage chosen to specialise or automate first.
A solar installer in Nagpur has four sales engineers. Each finds leads, calls them, visits, quotes, closes, coordinates the installation and chases the final payment. The best engineer is brilliant at site visits and quotes late because the afternoons go in follow-up calls.
The map shows this. The row runs through seven stages, starting with lead generation and pre-sale, then discovery and presentation, then close and implementation, ending in account management. Against each, you write who does it, whether the role is a dedicated one, hours a week, the tools in use and whether the hand-off is written down.
For one week the closers log their own time as selling and non-selling. When a closer spends half the day on work another person could do for less, that stage is a candidate.
The owner chooses the first stage to specialise, with the sales manager. It sits after the audit and the time log, and ahead of the structure and hiring pages in this hub.
Where this sits
Topic 3 of 14 in sales management: sales force design. Who does what in selling, how the team is organised and how big it should be.
- The topic before
- Sales planning and goals
- The topic after
- Recruitment and selection
If you want this done for you
Nobody can say who is meant to do what once an enquiry comes in.
The work
What this is actually like.
“The first specialist to hire is a caller”
A tele-caller or inside-sales hire who qualifies leads and books visits frees closers for the visits. It is a cheaper first hire than a second closer and the results are easy to see in meetings booked.
“Hand-offs break where nothing is written”
A lead passed on WhatsApp with no notes leaves the second person asking the customer what they already said. Define what is handed over, to whom, by when and in what format.
“Repetitive stages are the ones to automate”
Sending a quotation PDF, a reminder message after three days, a payment follow-up: all of these follow rules. Mark them on the map as candidates for a template or a CRM sequence.
“Specialising too early splits a small team”
With three people, a full split into lead generator, closer and account manager leaves each idle some days. Specialise one stage at a time, and keep the rest shared.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
Stage and role table
Seven rows for the stages and these columns: who does it, dedicated or shared, weekly hours, tools used, hand-off documented (yes or no). The sales manager fills it with each rep in an hour.
Result: Finished when every stage has a named person and an hours figure.
Closer time split
One week of each closer's hours divided into selling and non-selling, with the non-selling tasks listed by name.
Result: Finished when the non-selling tasks are named, not just totalled.
Hand-off rules
For each hand-off, a short written rule: what information goes across, in what form, and the longest time the receiver may take to respond. The rules stay on one page per hand-off.
Result: Finished when the receiver can act on a hand-off without calling the sender.
Automation candidates list
Tasks that repeat on a fixed pattern, with the effort in minutes each week. Tick those that a template, a reminder or a CRM can do.
Result: Finished when the top three candidates have a tool and an owner.
The decision and RACI
A one-paragraph choice of the first stage to specialise, with the reason, plus a RACI grid for the whole process. Published to the team and revisited later.
Result: Finished when every rep can point to their line on the RACI.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
Do I need a CRM for this?
Should I hire a tele-caller or a second salesperson?
Who owns account management after the sale?
Is this only for sales teams of five or more?
How do I stop reps resenting the change?
How much does it cost?
How long is the contract?
How soon will we see results?
Who will actually do the work?
What do you need from us?
Where to go next
The work that carries this topic further.
The rest of sales force design
Or read all of sales management.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.