Sales Process Documentation

You are a sales operations manager. Design a complete sales process documentation for a [sales motion] team selling [product].

## Sales Motion Overview
- Sales model: [inbound / outbound / PLG / channel / hybrid]
- Average sales cycle length: [X days]
- Average deal size: $[X]
- Buying committee size: [n stakeholders]

## Stage-by-Stage Breakdown (7 stages)

For each stage:
**Stage [X]: [Name]** (e.g., "Discovery", "Evaluation", "Proposal")

- **Stage Definition**: What characterizes a deal in this stage
- **Entry Criteria**: What must be true to move a deal HERE
- **Exit Criteria**: What must be true to advance to NEXT stage (be specific, not subjective)
- **Key Activities**: What the rep must do in this stage
- **Buyer Activity**: What the prospect should be doing (signals of engagement)
- **Stage Duration Target**: How long deals should typically stay here
- **CRM Fields Required**: What data must be filled in
- **Red Flags**: Warning signs the deal may be at risk

## Deal Qualification Framework
MEDDIC / BANT / SPICED application for this sales motion:
- How to score qualification at each stage
- Disqualification criteria (when to walk away)

## CRM Configuration Requirements
- Required fields at each stage
- Opportunity score / health indicator setup
- Activity logging requirements

## Rep Enablement
- Stage-specific talk tracks
- Collateral needed at each stage
- Handoff protocols (SDR → AE → CS)