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Master Your Sales Pipeline: How to Create a Robust Sales Process SOP from Lead to Close with AI

ProcessReel TeamSeptember 2, 202633 min read6,524 words

Master Your Sales Pipeline: How to Create a Robust Sales Process SOP from Lead to Close with AI

Date: 2026-09-02

In the competitive landscape of 2026, a sales team’s ability to consistently convert prospects into loyal customers is paramount for sustained growth. Yet, for many organizations, the sales process remains a nebulous art, heavily reliant on individual heroics rather than a repeatable, optimized system. Sales cycles lengthen, onboarding new hires becomes a costly uphill battle, and identifying performance bottlenecks feels like searching for a needle in a haystack.

The solution? A meticulously documented Sales Process Standard Operating Procedure (SOP). This isn't merely a guideline; it's the architectural blueprint of your revenue engine, detailing every interaction from the moment a lead is identified to the triumphant close and subsequent account handover. It transforms the "art" of selling into a precise, measurable science.

Imagine a world where every sales development representative (SDR) follows the most effective prospecting sequence, every account executive (AE) conducts discovery calls with identical rigor, and every deal stage is managed with unparalleled clarity. This isn't a fantasy; it's the operational reality that a comprehensive Sales Process SOP delivers. It provides a shared language, a common pathway, and a benchmark for excellence across your entire sales organization.

This article will guide you through the critical journey of documenting your sales pipeline, stage by stage, action by action. We’ll explore the undeniable benefits, dissect the typical sales cycle, and provide a concrete, step-by-step methodology for building a powerful Sales Process SOP. Crucially, we’ll show how advanced AI tools, particularly ProcessReel, can revolutionize this traditionally arduous task, converting your team’s real-world actions into crystal-clear, professional documentation with remarkable ease and accuracy.

By the end, you'll understand not just why you need a documented sales process, but how to build one that propels your team to consistent success, reduces ramp-up times, and provides the clarity needed to scale your operations effectively.

The Indispensable Value of a Documented Sales Process

A Sales Process SOP is more than a checklist; it’s the codified best practices of your most successful sales professionals, integrated into a systematic, repeatable framework. It captures the nuanced steps, decision points, and communication protocols that define your organization's unique approach to winning business.

What Constitutes a Sales Process SOP?

At its core, a Sales Process SOP outlines the sequential stages a prospect moves through, from initial contact to becoming a paying customer. For each stage, it specifies:

Why Every Sales Team Needs One (Even Small Ones)

The benefits of a well-documented sales process extend far beyond simple organization. They impact every facet of your sales operation, from individual performance to overall revenue generation.

  1. Ensured Consistency and Predictability:

    • Problem: Without an SOP, each salesperson operates on their own intuition, leading to wildly inconsistent outcomes. A top performer might close 60% of their qualified leads, while an average performer struggles at 30%, not because of effort, but due to process variance.
    • Solution: An SOP standardizes the "how." Every SDR follows the proven prospecting sequence, every AE conducts discovery calls addressing critical pain points, and every negotiation adheres to established guidelines. This consistency directly translates to more predictable revenue forecasting. Consider a sales team that, after implementing a robust SOP, saw their average sales cycle reduce from 90 days to 75 days, simply by optimizing follow-up cadences and proposal delivery steps. This 15-day reduction across 20 deals per quarter could mean closing five additional deals annually.

  2. Accelerated Onboarding and Training:

    • Problem: New sales hires can take 6-12 months to become fully productive, costing organizations tens of thousands in lost revenue and training resources. Tribal knowledge is inefficient and incomplete.
    • Solution: A comprehensive Sales Process SOP serves as the ultimate training manual. New hires can quickly grasp the exact steps, tools, and best practices from day one. Instead of shadowing multiple AEs and piecing together information, they have a clear, step-by-step guide. A company that previously spent 8 weeks onboarding new AEs saw that time cut to 4 weeks after providing detailed SOPs built with ProcessReel. This saved approximately $15,000 per hire in salary and lost productivity during the ramp-up phase.

  3. Scalability and Growth:

    • Problem: Without a documented process, scaling a sales team often introduces chaos. What worked for five salespeople doesn't magically work for fifty.
    • Solution: SOPs provide the repeatable framework necessary for growth. As you hire more sales professionals, you simply plug them into the existing, proven system. This allows for rapid expansion without sacrificing quality or efficiency. When expanding into a new market, a company could replicate its existing sales process SOP rather than reinventing the wheel, saving an estimated 300 hours of management time in process design alone.

  4. Performance Analysis and Optimization:

    • Problem: When a sales team misses its targets, it's often difficult to pinpoint the exact breakdown in the process. Was it prospecting? Qualification? Demo conversion?
    • Solution: With a defined process, each stage has clear metrics. If the conversion rate from "Discovery Call Booked" to "Proposal Delivered" drops, you know exactly where to investigate and implement targeted improvements. This data-driven approach allows for continuous refinement. By identifying a specific bottleneck in the "Proposal Review" stage (due to lack of documented internal approval steps), a team was able to reduce proposal-to-contract time by 20%, resulting in a 5% increase in their quarterly close rate.

  5. Reduced Errors and Enhanced Compliance:

    • Problem: Inconsistent data entry, forgotten follow-ups, or non-compliance with legal requirements can lead to lost deals, damaged customer relationships, or regulatory penalties.
    • Solution: SOPs dictate precise actions, including CRM hygiene, data handling, and legal disclosures. This minimizes human error and ensures adherence to internal policies and external regulations, particularly crucial in sectors like healthcare, finance, or government contracting. Documenting contract review processes, for instance, can reduce legal review cycles by 2-3 days and minimize the risk of non-compliant clauses appearing in agreements.

A documented sales process is not a luxury; it's a strategic imperative that builds a foundation for long-term sales excellence and organizational resilience.

Deconstructing the Sales Pipeline: Key Stages to Document

To create an effective Sales Process SOP, you must first dissect your sales pipeline into its constituent stages. While the exact nomenclature might vary between organizations, the underlying sequence of events from a nascent lead to a closed deal generally follows a similar progression.

Here are the typical stages of a sales pipeline that demand meticulous documentation:

1. Prospecting and Lead Generation

This is where the entire process begins: identifying potential customers.

2. Qualification

Determining if a prospect has a genuine need, budget, authority, and timeline (BANT) to purchase your solution.

3. Discovery and Needs Analysis

A deeper dive into the prospect's challenges and how your solution specifically addresses them.

4. Solution Presentation / Demonstration

Showcasing your product or service in action, specifically highlighting its relevance to the prospect's identified needs.

5. Proposal and Negotiation

Formalizing the solution, pricing, terms, and working to resolve any outstanding objections or concerns.

6. Closing

Securing the final commitment and signature.

7. Onboarding and Handover

Seamlessly transitioning the new customer to the post-sales team.

Each of these stages is ripe for documentation. By breaking down your pipeline this way, you create manageable chunks for SOP creation, ensuring no critical step is overlooked.

Common Pitfalls of Undocumented Sales Processes

While the benefits of a documented sales process are clear, many organizations still operate without one. This oversight leads to a cascade of problems that hinder growth, waste resources, and frustrate both sales teams and customers.

  1. Inconsistent Messaging and Brand Erosion:

    • When each salesperson crafts their own pitch or handles objections differently, the company's core messaging becomes diluted. Prospects receive conflicting information, leading to confusion and eroding trust in the brand. This can make it difficult for marketing to align with sales efforts, leading to miscommunications across the customer journey.

  2. Lost Institutional Knowledge:

    • Top performers often hold invaluable insights into what makes a sale successful. Without documenting their strategies, these insights are lost when they move on, forcing the next generation of salespeople to rediscover what worked. This creates knowledge silos and prevents collective learning.

  3. Inefficient Onboarding and Extended Ramp-Up Times:

    • As highlighted earlier, new hires struggle without a clear roadmap. They spend weeks or months trying to understand the "unwritten rules" and preferred methodologies, delaying their productivity and increasing the cost of hiring. A lack of sales process documentation often means senior AEs spend excessive time hand-holding new recruits instead of focusing on their own pipeline.

  4. Difficulty Identifying and Addressing Bottlenecks:

    • Without a standardized process, it's impossible to objectively analyze where deals get stuck. Is it poor qualification? Weak demos? Stalled negotiations? The absence of a baseline prevents data-driven optimization efforts, leading to guesswork and ineffective interventions. Companies might invest in "sales training" without truly knowing what aspects of the process need improvement.

  5. Poor CRM Hygiene and Data Inaccuracy:

    • If there are no clear SOPs for when and how to update customer relationship management (CRM) systems like Salesforce or HubSpot, data quality suffers. Missing fields, inconsistent notes, and outdated deal stages make it impossible for sales managers to accurately forecast, for marketing to understand lead attribution, or for customer success to onboard new clients effectively. A recent audit at a mid-sized tech company revealed 40% of their CRM data was incomplete or inaccurate due to a lack of documented data entry protocols, directly impacting their forecasting accuracy by 15-20%.

  6. Suboptimal Sales Performance and Morale:

    • Inconsistent processes lead to inconsistent results. This can foster frustration among sales team members, as they struggle to replicate success. Sales managers also find it harder to coach effectively without a shared framework to reference. High turnover rates in sales often correlate with a lack of structured support and clear pathways to success.

  7. Increased Risk and Compliance Issues:

    • Especially in regulated industries, failing to document how data is handled, proposals are approved, or contracts are processed can expose an organization to significant legal and financial risks. An SOP ensures adherence to compliance requirements, protecting both the company and its customers.

These pitfalls underscore that an undocumented sales process isn't just an inconvenience; it's a strategic liability that actively impedes growth and introduces significant operational inefficiencies.

Building Your Sales Process SOP: A Step-by-Step Methodology

Creating a robust Sales Process SOP requires a systematic approach. It's not about dictating every micro-movement, but rather providing a clear, actionable framework that guides your sales team towards optimal outcomes.

Step 1: Define Your Overall Sales Strategy and Goals

Before diving into granular steps, solidify the big picture.

Step 2: Map Out Each Stage of Your Current Sales Process

Gather insights from your current operations.

Step 3: Identify Key Activities and Decision Points within Each Stage

Delve deeper into the "how" for each stage.

Step 4: Document Each Micro-Process with Precision

This is where the actual SOP content creation happens. Emphasize clarity and visual aids.

Step 5: Incorporate Technology and Tools

Integrate the "how-to" for every piece of software.

Step 6: Define Metrics and KPIs for Each Stage

What gets measured, gets managed.

Step 7: Establish Review and Update Protocols

SOPs are living documents. Your sales process will evolve.

Step 8: Implement and Train Your Sales Team

Documentation is useless without adoption.

By following these steps, you'll build a comprehensive, actionable, and adaptable Sales Process SOP that becomes the backbone of your sales team's success.

Beyond the Basics: Advanced Elements of a World-Class Sales SOP

Once the core sales pipeline is meticulously documented, a truly world-class Sales Process SOP extends its reach into more nuanced and strategic areas. These advanced elements help refine the selling motion, integrate with other departments, and ensure compliance.

  1. Objection Handling Playbook:

    • Document the most common objections your sales team encounters (e.g., "It's too expensive," "We're happy with our current solution," "Send me more information").
    • For each objection, provide a recommended response framework, key talking points, and examples of successful rebuttals. This standardizes how your team overcomes resistance, increasing confidence and closing rates.

  2. Competitive Analysis Integration:

    • Include a section detailing your main competitors. For each competitor, outline:
      • Their key strengths and weaknesses.
      • Your unique differentiators.
      • How to position your solution against theirs effectively.
      • Common FUD (Fear, Uncertainty, Doubt) they spread and how to counter it.
    • This ensures your sales team is always prepared to articulate your competitive edge.

  3. Cross-selling and Up-selling Protocols:

    • Once a customer is onboarded, there are often opportunities to expand their engagement. Document the triggers, criteria, and specific steps for:
      • Identifying opportunities for additional products/services (cross-sell).
      • Proposing higher-tier solutions or add-ons (up-sell).
      • Which roles are responsible for these activities (AE vs. CSM).
    • This ensures a consistent strategy for revenue expansion post-initial sale.

  4. Legal and Compliance Considerations:

    • Detail specific legal requirements relevant to your sales process, particularly if you operate in regulated industries (e.g., GDPR, CCPA, HIPAA).
    • Include guidelines for data privacy, consent, contract terms, disclosures, and any prohibited sales practices.
    • Document the internal approval process for non-standard contract clauses or significant discounts, specifying who needs to review and sign off. This minimizes risk and ensures regulatory adherence.

  5. Integration with Marketing and Customer Success:

    • A seamless customer journey requires strong inter-departmental collaboration. Document:
      • Marketing Handover: Clear definitions of Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and the precise process for marketing to pass leads to sales.
      • Customer Success Handoff: The exact information and context that must be transferred from sales to customer success upon closing a deal, ensuring a smooth transition for the new customer. This includes key contacts, specific pain points addressed, promised outcomes, and any critical pre-sales discussions.
      • Feedback Loops: Establish mechanisms for sales to provide feedback to marketing on lead quality and for customer success to inform sales about common customer challenges or successful use cases.
    • ProcessReel can be instrumental here, not just for sales, but for documenting the handoff procedures between sales, marketing, and customer success teams, ensuring consistency across departments. A recorded walkthrough of an AE completing the internal customer success handover form in Salesforce, for instance, can become an invaluable SOP for the entire organization.

  6. Sales Tool Management and Troubleshooting:

    • While individual tool usage is covered, an advanced SOP might include basic troubleshooting guides for common issues with CRM, sales engagement platforms, or other critical sales tech. This helps salespeople resolve minor issues independently, reducing reliance on IT or sales operations.

By incorporating these advanced elements, your Sales Process SOP transforms from a mere procedural guide into a comprehensive sales playbook, equipping your team with the knowledge, tools, and confidence to navigate complex sales scenarios and drive exceptional results.

The AI Advantage: How ProcessReel Transforms SOP Creation

Creating the comprehensive Sales Process SOP we've outlined often presents a significant challenge. The traditional methods—manual writing, taking screenshots, formatting documents—are incredibly time-consuming, prone to inconsistencies, and quickly become outdated. This is where AI-powered documentation tools like ProcessReel offer a profound advantage.

Historically, documenting a sales process involved:

The result was often a bulky, static document that was difficult to maintain and quickly ignored.

ProcessReel fundamentally changes this paradigm. It converts the act of doing into the act of documenting, virtually eliminating the manual effort.

Here’s how ProcessReel solves the pain points of sales process documentation:

  1. Effortless Capture of Real-World Workflows:

    • Ease of Use: Instead of writing, your sales team simply records their screen while performing a task and narrates what they are doing. An AE can record themselves qualifying a lead in Salesforce, an SDR can record their cold outreach sequence in Outreach, or a Sales Manager can demonstrate how to run a pipeline review report. The process is intuitive and requires minimal training.
    • Authenticity: The SOPs are derived directly from how tasks are actually performed, capturing the nuances and best practices of your top performers. This ensures the documentation is practical and reflective of real-world scenarios, not just theoretical ideals.

  2. Instant Conversion to Professional SOPs:

    • AI-Powered Automation: Once a recording is complete, ProcessReel's AI automatically analyzes the video, transcribes the narration, identifies individual steps and actions (clicks, keystrokes), and generates a structured, step-by-step SOP. This includes:
      • Contextual text descriptions for each step.
      • High-quality screenshots.
      • Even short GIFs for dynamic visual clarity.
    • Time Savings: Imagine the time saved. A 10-minute screen recording of an AE updating an opportunity can become a polished SOP in minutes, a task that would take a human hour(s) to manually write and illustrate. For a sales operations team looking to document dozens of such micro-processes, this translates to hundreds, if not thousands, of hours saved annually. This significantly reduces the overhead associated with documentation, freeing up your sales operations team to focus on optimization and strategy.

  3. Accuracy and Detail Beyond Manual Creation:

    • Precision: ProcessReel captures every click and input, ensuring no critical detail is missed. This level of granular accuracy is nearly impossible to achieve with manual documentation, which often omits small but crucial steps.
    • Clarity: The combination of text, screenshots, and GIFs provides unparalleled clarity, making even complex multi-tool workflows easy to understand for any sales professional, regardless of their experience level.

  4. Simplified Maintenance and Version Control:

    • Easy Updates: Sales processes and tools evolve. When a CRM field changes or a new sales engagement feature is adopted, simply record the updated process again. ProcessReel can generate a new version or help you quickly edit existing steps.
    • Centralized Repository: All SOPs are stored in one accessible place, ensuring everyone is always working from the latest, most accurate documentation. This eliminates the confusion of multiple outdated versions floating around.

  5. Enhanced Training and Onboarding:

    • ProcessReel-generated SOPs become dynamic training modules. New hires can watch a video of a top performer, then follow the step-by-step written guide, and even practice themselves. This visual and interactive learning experience dramatically accelerates ramp-up times and ensures consistent training across the team.
    • ProcessReel is a prime example of the advancements in AI documentation tools that are transforming how businesses capture and disseminate knowledge. To see how ProcessReel compares to other solutions on the market, you might find Best AI Documentation Tools in 2026: Complete Comparison insightful.

By integrating ProcessReel into your sales operations, you move beyond the static, cumbersome world of manual documentation and step into a future where your Sales Process SOPs are living, breathing, and constantly optimized assets that truly propel your sales team to peak performance.

Real-World Impact & ROI: The Numbers Speak

Let's consider a hypothetical scenario to illustrate the tangible return on investment (ROI) of implementing a comprehensive, ProcessReel-powered Sales Process SOP.

Company Profile: "GrowthScale SaaS" is a mid-sized B2B SaaS company with a sales team of 30 AEs and 15 SDRs. They've been experiencing inconsistent sales cycles, high new-hire ramp-up times, and frequent errors in CRM data entry, leading to inaccurate forecasting.

Before ProcessReel and Sales SOP Implementation:

After Implementing a ProcessReel-Powered Sales Process SOP (over 12 months):

GrowthScale SaaS used ProcessReel to document 35 core sales processes, including:

Results Achieved:

  1. Reduced Sales Cycle:

    • By standardizing follow-up cadences, defining clear next steps for each stage, and ensuring prompt CRM updates, the average sales cycle reduced from 110 days to 85 days. This 25-day reduction meant AEs could work more opportunities and close deals faster.
    • Revenue Impact: If an average AE closes 5 deals a quarter, this reduction allows them to close an additional 1-2 deals annually. Across 30 AEs, this could mean 30-60 additional deals per year. At an average deal size of $25,000 ARR, this translates to $750,000 - $1,500,000 in additional annual revenue.

  2. Accelerated AE Ramp-up Time:

    • New AEs could access a comprehensive, visual, and actionable set of SOPs from day one. They spent less time figuring out "how things work" and more time selling effectively.
    • Time Saved: Ramp-up time decreased from 8 months to 4 months. This saved 4 months of non-productive salary per new hire. If the average AE salary (including benefits) is $120,000/year, this is a $40,000 saving per AE hire. With 5-7 new AEs hired annually, this amounts to $200,000 - $280,000 in annual savings.

  3. Improved CRM Data Accuracy:

    • Detailed ProcessReel SOPs for CRM usage (when to update, which fields to fill, how to log activities) led to a significant improvement in data hygiene.
    • Error Reduction: CRM data error rate dropped from 25% to under 5%.
    • Forecasting Impact: This increased forecasting accuracy by 10-12%, allowing leadership to make better strategic decisions and reduce lost revenue from mismanaged pipeline by an estimated $500,000 annually.

  4. Significant Time Savings for Sales Operations:

    • ProcessReel automated a vast majority of the documentation process.
    • Time Saved: Sales Operations time dedicated to manual documentation and training material creation dropped from 15-20 hours/week to just 2-3 hours/week (primarily for review and minor edits). This represents a saving of approximately 650-900 hours annually, allowing the Sales Ops team to focus on strategic initiatives like process optimization and enablement tool management instead of manual content creation. This could equate to saving the cost of a full-time Sales Ops role over time.

Total Estimated Annual ROI for GrowthScale SaaS:

The conservative estimate for GrowthScale SaaS's annual ROI from implementing ProcessReel-powered Sales Process SOPs is easily over $1.45 million to $2.28 million, not including the immeasurable benefits of improved team morale, brand consistency, and reduced compliance risks.

These numbers demonstrate that a robust, AI-documented Sales Process SOP isn't just a "nice-to-have"; it's a strategic investment with a quantifiable and substantial return that directly impacts your organization's bottom line and long-term sustainability.

Conclusion

The journey from a lead's first touchpoint to a successfully closed deal is complex, multifaceted, and critically important to your organization's financial health. In an increasingly competitive world, relying on inconsistent, undocumented sales processes is a sure path to stagnation. A meticulously documented Sales Process SOP provides the clarity, consistency, and scalability needed to not only meet but exceed your sales targets.

We've explored the profound benefits: predictable revenue, faster onboarding, accelerated growth, precise performance analysis, and reduced operational risk. We've dissected the critical stages of the sales pipeline, from prospecting to customer handover, and provided a clear, step-by-step methodology for building your own robust SOPs.

The traditional challenges of creating and maintaining these essential documents – the sheer time, effort, and inevitable inaccuracies of manual creation – have long deterred many organizations. However, with innovative AI tools like ProcessReel, these barriers are effectively removed. By transforming simple screen recordings with narration into detailed, visual, step-by-step SOPs, ProcessReel empowers your sales operations team to capture the collective wisdom of your top performers and operationalize it across your entire sales organization with unprecedented efficiency.

Don't let your sales potential be hampered by an undefined sales process. Invest in documenting your pipeline, empower your sales team with clear, actionable guides, and watch your revenue grow predictably and consistently.

Ready to transform your sales process documentation? Try ProcessReel free — 3 recordings/month, no credit card required.

FAQ Section

Q1: How often should our Sales Process SOP be reviewed and updated?

A1: Sales processes are dynamic and should be treated as living documents. We recommend a formal review at least quarterly or bi-annually, depending on the pace of change in your market, product, or sales tools. Additionally, implement an ongoing feedback mechanism (e.g., a dedicated Slack channel or internal form) allowing sales team members to suggest immediate updates or flag outdated information. Any significant changes to your product, pricing, sales methodology, or key sales software should trigger an immediate review and update of relevant SOPs. Tools like ProcessReel, with their easy update capabilities, make this continuous improvement cycle much more manageable.

Q2: What's the biggest mistake companies make when creating a Sales Process SOP?

A2: The biggest mistake is creating SOPs in isolation, either by a single individual (often sales ops) without input, or by solely documenting theoretical ideals rather than actual practice. This leads to documents that don't reflect how sales truly operates on the ground, are quickly ignored by the team, and don't contribute to real performance improvement. To avoid this, involve top-performing SDRs, AEs, and Sales Managers in the creation process. Use tools like ProcessReel to capture their actual screen recordings and narrations of critical tasks, ensuring the SOPs are practical, accurate, and immediately relevant to their daily workflows.

Q3: Can a Sales Process SOP benefit a small startup with only a few salespeople?

A3: Absolutely. In fact, for small startups, a documented Sales Process SOP is even more critical. It provides an immediate framework for consistency from day one, ensuring that early sales successes are repeatable as the company grows. It dramatically reduces the ramp-up time for the second, third, and fourth hires, allowing them to quickly contribute. Without an SOP, a startup risks inconsistent messaging, lost knowledge if an early hire leaves, and a chaotic scaling process. It's much easier to implement and iterate on an SOP when the team is small than to retroactively document a complex, entrenched process later.

Q4: How do we ensure our sales team actually uses the SOPs once they're created?

A4: Adoption is key. Here's how to maximize usage:

  1. Involve Them in Creation: People are more likely to use something they helped build.
  2. Make Them Accessible: Store SOPs in a central, easy-to-find location (e.g., your company's knowledge base or intranet). ProcessReel makes this straightforward.
  3. Integrate into Training: Make SOPs a core component of new hire onboarding and ongoing training.
  4. Manager Reinforcement: Sales Managers must consistently reference SOPs in coaching sessions, team meetings, and performance reviews. "Did you follow the Discovery Call SOP for this prospect?"
  5. Focus on Value: Explain how the SOPs benefit them – reduce errors, save time, increase commission, provide clarity.
  6. Keep Them Current: Outdated SOPs lose credibility. Regular reviews and easy update mechanisms (like ProcessReel) are vital.
  7. Gamification (Optional): Consider light gamification or recognition for teams demonstrating high adherence to processes.

Q5: How does a Sales Process SOP differ from a Sales Playbook?

A5: While often used interchangeably, there's a distinction. A Sales Process SOP (Standard Operating Procedure) focuses on the how-to – the step-by-step instructions for specific tasks and workflows within the sales process (e.g., "How to Qualify a Lead using BANT," "Steps for Logging an Opportunity in Salesforce"). It's highly prescriptive and operational.

A Sales Playbook is a broader, more strategic resource. It encompasses the SOPs but also includes higher-level information like:

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