View source for IMS:Sales process

{{IMS Document control
|documentType=Process description
|processType=Core process
|documentNumber=P-V01
|roles=Sales Agent
|scope=Sales
|owner=User:Parnoux
|auditDue=2025-10-31
}}
==Purpose / goals==
A standardized sales process allows our employees to work more efficiently and helps them to perfect their sales techniques. It must be used in parallel with the acquisition strategy. This is important for both customer satisfaction and lead conversion. In addition, the sales process allows the sales team to work more consistently as it structures their operations better. The goal of the sales process is higher completion rates, better customer loyalty and, ultimately, an increase in sales.
==Predecessor==

* Marketing process
==Recipient==

* Project management process
==Process steps==
{| class="wikitable" style="width:100%;"
|+R=Responsible party; P= Participants in the process
!Input<br />(resources)!! style="width:55%;" |Steps
!Work instruction!!Output<br />(deliverables)!!R!!P
|-
|Contact info ||'''01-Contact initiation'''
|<span style="color: rgb(37, 37, 37)">Lead-Qualifizierung</span>||<span style="color: rgb(37, 37, 37)">Doku in Odoo</span>||Sales Agent||Intersted party
|-
|Results from initial contact ||'''02-Lead qualification'''
|<span style="color: rgb(37, 37, 37)">Lead-Qualifizierung</span>||<span style="color: rgb(37, 37, 37)">Doku in Odoo</span>||Sales Agent||Intersted party
|-
|Results from lead qualification ||'''03-Needs analysis'''
|<span style="color: rgb(37, 37, 37)">Lead-Qualifizierung</span>||<span style="color: rgb(37, 37, 37)">Doku in Odoo</span>||Sales Agent||Intersted party
|-
|Results from needs analysis ||'''04-Produkt presentation'''
|<span style="color: rgb(37, 37, 37)">Lead-Qualifizierung</span>||<span style="color: rgb(37, 37, 37)">Doku in Odoo</span>||Sales Agent||Intersted party, HW-Support
|-
|Results from needs analysis ||'''05-Cost estimate'''
|<span style="color: rgb(37, 37, 37)">Making an offer</span>||Offer letter||Sales Agent||Intersted party
|-
|Results from needs analysis ||'''06-Contract negotiation'''
| || ||Sales Agent||Intersted party, Sales manager
|-
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|}

==Process diagrams==
<center><bs:drawio filename="Drawio/Sales-process" /></center>
<br /><br />
<span class="mw-customtoggle-myDivision"><big><span class="bi bi-diagram-2-fill"></span> '''Show flowchart'''</big></span>

<div class="mw-collapsible mw-collapsed" id="mw-customcollapsible-myDivision">
<center><bs:drawio filename="Drawio/Sales-Flowchart" /></center>
</div>

==Performance indicators==
The statistics for the following performance indicators are created in ''Odoo'' and evaluated every six months.

*     Sales growth
*     Sales target
*     Customer acquisition costs
*     Sales cycle length
*     Lead conversion ratio (leads per sale)
*     Number of sales opportunities (potential order value)
*     Upsell and cross-sell rate

==Risks==

# Performance risk: The contractually stipulated services cannot be delivered
# Cost risk: underestimation of development costs

==Resources==

===Equipment ===

* Phone
* Email
* Odoo
* Demo system
* Eval system

===Personnel / Qualifications===

# Sales agent
# Sales manager
==Supporting documents==
''Which documents are related to this process (policies, guidelines, checklist templates, ...) ?''

== Records ==
''Any observations or reports that confirm the effectiveness of this process (completed checklists, meeting minutes, interviews, ...).''
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