Controlled Document:Process description/Sales process: Difference between revisions

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Revision as of 09:47, 22 June 2026

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	Contact initiation	Lead-Qualifizierung	Doku in Odoo	Sales Agent	Intersted party
Results from initial contact	Lead qualification	Lead-Qualifizierung	Doku in Odoo	Sales Agent	Intersted party
Results from lead qualification	Needs analysis	Lead-Qualifizierung	Doku in Odoo	Sales Agent	Intersted party
Results from needs analysis	Produkt presentation	Lead-Qualifizierung	Doku in Odoo	Sales Agent	Intersted party, HW-Support
Results from needs analysis	Cost estimate	Making an offer	Offer letter	Sales Agent	Intersted party
Results from needs analysis	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
Email
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, ...).