Sales process

[[IMS:| Overview]]
Document control
Document type:
Document number: P-V01
Process owner: Paul Arnoux
Scope: Sales
Affected roles: Sales Agent
Valid: 30.11.2021 to 31.12.2022 red


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

R=Responsible party; P= Participants in the process
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

drawio: Drawio-Sales-process



Show flowchart

drawio: Drawio-Sales-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

  1. Performance risk: The contractually stipulated services cannot be delivered
  2. Cost risk: underestimation of development costs

Resources

Equipment

  • Phone
  • Email
  • Odoo
  • Demo system
  • Eval system

Personnel / Qualifications

  1. Sales agent
  2. 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, ...).