| Document type: | |
|---|---|
| Document number: | P-V01 |
| Process owner: | Paul Arnoux |
| Scope: | Sales |
| Affected roles: | Sales Agent |
| Valid: | 30.11.2021 to 31.12.2022 ◉
|
|---|---|
| Approval: | not approved |
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
| Input (resources) |
Steps | Work instruction | Output (deliverables) |
R | P |
|---|---|---|---|---|---|
| Contact info | 01-Contact initiation | Lead-Qualifizierung | Doku in Odoo | Sales Agent | Intersted party |
| Results from initial contact | 02-Lead qualification | Lead-Qualifizierung | Doku in Odoo | Sales Agent | Intersted party |
| Results from lead qualification | 03-Needs analysis | Lead-Qualifizierung | Doku in Odoo | Sales Agent | Intersted party |
| Results from needs analysis | 04-Produkt presentation | Lead-Qualifizierung | Doku in Odoo | Sales Agent | Intersted party, HW-Support |
| Results from needs analysis | 05-Cost estimate | Making an offer | Offer letter | Sales Agent | Intersted party |
| Results from needs analysis | 06-Contract negotiation | Sales Agent | Intersted party, Sales manager | ||
Process diagrams
Show flowchart
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
- 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, ...).
