Last edited 2 weeks ago
by Pınar Güler

Sales process

Document type: Process description
Document ID: P-V01
Assigned standards: ISO 9001:2015 - 4.4 Quality management system and its processes
Process owner: User:Parnoux
Roles affected: Sales Agent
Business unit: Sales
Approval state: Draft (Version: 1)
Approval by: Demo writer
Approval date: 02. Dec 2021
Valid from: November 30, 2021
Valid until: December 31, 2022 red
Internal audit due: September 30, 2022

Purpose / goals[edit | edit source]

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[edit | edit source]

  • Marketing process

Recipient[edit | edit source]

  • Project management process

Process steps[edit | edit source]

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[edit | edit source]

drawio: Drawio-Sales-process



Show flowchart

drawio: Drawio-Sales-Flowchart

Performance indicators[edit | edit source]

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[edit | edit source]

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

Resources[edit | edit source]

Equipment[edit | edit source]

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

Personnel / Qualifications[edit | edit source]

  1. Sales agent
  2. Sales manager

Supporting documents[edit | edit source]

Which documents are related to this process (policies, guidelines, checklist templates, ...) ?

Records[edit | edit source]

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

No categories assignedEdit

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