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by Pınar Güler

IMS:Role definitions/Executive Manager and IMS:Sales process: Difference between pages

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{{IMS Role
{{IMS Process
|roleowner=Janusz Čaplo
|documentNumber=P-V01
|roledescription=The management represents the company in and out of court.
|roles=Sales Agent
|scope=Sales
|standardSpecification=ISO 9001:2015
|ISO9001=4.4 Quality management system and its processes
|owner=User:Parnoux
|validFrom=2021-11-30
|validUntil=2022-12-31
|auditDue=2022-09-30
}}
}}
==Responsibilities==
==Purpose / goals==
''List of individual responsibilities that are assigned to this  role within the organization.''
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%;"
{| class="wikitable" style="width:100%;"
!'''Topic'''!!'''Responsibilities'''
|+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
|-
|-
|<span style="color: rgb(34, 34, 34)">Legal transactions and insolvency</span>||
|Results from needs analysis ||'''05-Cost estimate'''
* Timely registration of a bankruptcy
|<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
|-
|-
|Convening of and participation in shareholders' meetings
|
|
* Preparation of the financial statements
|-
|Controlling
|
|
* Collection of information on all relevant and economic circumstances
|-
|<span style="color: rgb(34, 34, 34)">Taxes and accounting</span>
|
|
* Submit monthly income tax and VAT advance filing
* Ensure and monitor proper bookkeeping and accounting
|-
|<span style="color: rgb(34, 34, 34)">Social security</span>
|
|
* Make sure that the company complies with their obligations to the social security institutions
|
* Registration of employees at the professional association
|
|}
|}


==Authorities==
==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 authorization
===Personnel / Qualifications===
# Granting of power of attorney


== Deputy manager ==
# Sales agent
If the executive manager is unavailable to assume these responsibilities, a deputy manager is appointed. The exact process is set out in the articles of association.
# Sales manager
==Supporting documents==
''Which documents are related to this process (policies, guidelines, checklist templates, ...) ?''


==Related pages==
== Records ==
https://en.wikipedia.org/wiki/Senior_management
''Any observations or reports that confirm the effectiveness of this process (completed checklists, meeting minutes, interviews, ...).''
<br />

Latest revision as of 14:17, 9 February 2024

Document type: Process description
Document ID: P-V01
Assigned standards: ISO 9001:2015 - 4.4 Quality management system and its processes
Process owner: Paul Arnoux
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

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, ...).

No categories assignedEdit

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