Using the Sales Process Map

The Sales Process Map

The Process Map (titled Sales Process Map on the page) lays out your organization's sales methodology as a single horizontal flow of phases. Instead of a generic branching flowchart, it's a chevron rail — each phase is a connected chevron node you step through in order, from your first phase to your last.

The Map does two things at once:

• It shows what good looks like at each phase — the coaching guidance your admin authored.
• It overlays how you're actually performing at each phase — your letter grade, pulled from your analyzed calls. (See Your Phase Grades for the full breakdown.)

Opening the Map

1. Click Process Map in the sidebar to open /dashboard/sales-framework.
2. The page loads your team's published process, your overall grade, and your per-phase grades.
3. The first phase is selected automatically so you always land on content.

Navigating the phases

The Process Flow rail shows every phase as a numbered chevron node. To move through it:

• Click any chevron node to select that phase and load its guidance below.
• Use the ‹ / › arrow buttons in the Process Flow header to step to the previous or next phase.
• Use the left / right arrow keys on your keyboard to do the same.
• A Phase n of N counter in the header shows where you are in the sequence.

What each phase shows

When you select a phase, the detail panel below the rail shows:

• The phase name and its description.
• The coaching guidance your admin authored for that phase (key actions, what to do, what to watch for).
• On the right, Your grade in this phase — your rolling letter grade, a trend chip, the number of calls it's based on, and a "Last N analyses" sparkline once you have enough graded calls.

Phases your admin hasn't written content for don't appear on the rail, so you only ever see the phases that have real guidance behind them.

When the Map is empty

If your admin is still drafting the playbook, you'll see a "Sales Process Map coming soon" message instead of the rail. The phases and guidance appear here — and inside your call analyses — once your admin publishes them.

Tips

• Review the Map before important calls as a quick process refresher.
• Watch the grade overlay: the phases with the lowest grades are where the Map is most worth studying.
• The Map reflects your organization's specific methodology — it's tailored to how your team sells, so the phase names and guidance are yours, not generic.