This document outlines a generic sales process from the perspective of tasks, performers, and opportunities. It shows the flow from initial contact through qualifying prospects, creating opportunities, following up, and ultimately closing won or lost opportunities. Key steps include creating contacts and opportunities in the system, scheduling follow-ups, evaluating fit and risk/reward, competing for business, and performing win analysis and next steps. The goal is to move prospects through the pipeline to forecast and ultimately close won business.

1. A Generic Sales Process Flow – Task/Performer Perspective
Yes
Inbound Call
Outbound Call
Email Contact in Create Contact Update Contact
Start No
Web System? Information Information
Word of Mouth
Contact
Other
New Create FollowUp Schedule Follow-
Yes Create Opportunity Quote Opportuntity A Open
Opportuntity? Task/Activity up Task/Activity
Opportunity
Execute Follow-up Record Follow-up Opportunity
No
Task/Activity in System Open/Close?
FollowUp
Close
Schedule Follow-up/
Execute Follow-up
Activity for contact for
Close Opportunity task for winning
Won/Lost? Won thanking as well as
in System the business.
feedback on the
Record in CRM
purchase
A
Close
Schedule Follow-up/
Reason Code for Activity for Contact as
Lost Close Opportuntity losing the well as what we can do
opportunity to win their business the
next time.

2. A Generic Sales Process Flow – Opportunity/Management Perspective
Inbound Call
Outbound Call
Email Is customer a prospect? Schedule future
Start Qualify Customer No
Suspect
Web Do they plan to buy? follow-up task
Word of Mouth No
Other
Yes
No
Obtain more
information about Do they plan to buy Qualify the Is opportunity
Yes
the intended now? Opportunity qualified?
Prospect
purchase
Yes
Will strategy
Do a SWOT
Perform further Can positioning be change our Schedule future
analysis for sales/ Is there a good fit? No No
analysis improved? positioning over follow-up task
purchase fit.
time?
Pipeline
Yes
Yes
Re-qualify?
Include opportunity Why do anything? Evaluate risk/ Compete for
End
in forecast Why now? reward ratio business
Why us?
Forecast
Perform win
Opportunity Schedule future
Lost Lessons learnt End analysis and next
Won/Lost? follow-up task
steps
Close
Won