Sales process

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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

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

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

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, ...).