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Sales Process



Can somebody give some info about "Sales Process" /  what is the process flow in Sales flow 


Any info about this is appriciated !!!!!



Thanks in advance



Sales Process is basically referred to the stages that a deal goes through as part of the organization's sales lifecycle. In simpler terms, it means that when a sales rep is trying to make a sale, then the steps that he takes to take his sales from a prospect to a closure status and the milestones that he achieves during this lifecycle is largely termed as "Sales Stages", all collectively are referred to as Sales Process.

In, we can define a Sales Process using the Opportunity Stage picklist field (Opportunities are where sales deals are captured, tracked and managed). These opportunity stages are then mapped to the relavant Probability% to calculate the Expected Revenue and also to the relevant Forecast Categories (Pipeline, Best Case, Commit, Closed, Omitt) for the Revenue and Quantity Forecasts against the assigned sales targets.

There are several sales methodologies out their (Miller-Hiemen etc) so you can google them up. But this definition is a simplistic view of what sales processes are!


Hope this helps!


In the start of the process, it is the responsibility of the Marketing team to develop suitable campaigns in order to generate leads. Campaign management is carried out using the Marketing Administration tools and has links to the lead and also any opportunities that have been influenced by the campaign.When validated, leads are converted to accounts, contacts, and opportunities.This can be the responsibility of either the marketing or sales teams and requires a suitable sales process to have been agreed upon. In Salesforce CRM, an account is the company or organization and a contact is an individual associated with an account. Opportunities can either be generated from lead conversion or may be entered directly by the sales team. As described earlier in this book, the structure of Salesforce requires account ownership to be established which sees inherited ownership of the opportunity. Account ownership is usually the responsibility of the sales team. Opportunities are worked through a sales process using sales stages where the stage is advanced to the point where they are set as won/closed and become sales. Opportunity information should be logged in the organization’s financial system. Upon financial completion and acceptance of the deal (and perhaps delivery of the goods or service), the post-customer acquisition process is then enabled where the account and contact can be recognized as a customer. Here the customer relationships concerning incidents and requests are managed by escalating cases within the customer services and support automation suite.


The process will be as follows