Sales Handover Checklist

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1. Sales Essentials (What Items to Consider).

• Targets. Provide a list of sales targets, with detail on priority and status
• Customers. Describe the target audience; also make a list of current customers and prospects, including their contact information
• Products/services. Specify names of products or services involved in the sales process
• Budget. Identify the budget associated with sales activities
• Schedule. Prepare a sales schedule that shows how sales activities and milestone events are sequenced and phased
• Requirements. Refer to skills and abilities a salesperson needs to have to be good at sales
• Roles & Responsibilities. Make a list of sales duties and also refer to the role in sales
• Training. Describe training activities that support employees in the sales process
• Management. List members of the sales management team and supervisors as well
• Reporting. Explain reporting rules (what report to send, when and how to do it, who will be the receiver)
• Documentation. List all documents and papers that support sales

2. Sales Measurement (What Measures to Consider).

• Turnover. Describe product/service turnover and also any related assumptions
• Performance. Specify the speed, accuracy, level of completeness, and cost at which the sales process needs to be accomplished
• Acceptance. Refer to the point at which sales activities can be regarded as acceptable
• Effectiveness. Specify the degree to which sales targets need to be achieved
• Issues. Make a list of sales-related problems and then explain what solutions are available
• Decisions. Describe what decision authority is provided to salespeople; also talk about decision types that require involvement of senior management

3. Handover Process (How to Act).

• Have sales status documents ready for review and analysis
• Check status of sales activities
• Evaluate time necessary to complete sales activities if they are ongoing
• Finalize the activities within the time evaluated
• Analyze sales results to check if desired targets are hit
• Make a report that highlights sales status, targets, and results
• Hold a meeting with upper management to agree upon the handover process
• Appoint a meeting with a person whom you are going to hand over the sales process
• Discuss the essentials and measures of the process
• Be sure your counterpart understands what sales activities are about
• Focus on major issues and risks that may jeopardize sales success
• Express your readiness to help the counterpart.....

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