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Sales Module

The Sales (CRM) module provides comprehensive sales process management from first contact to deal closure.

Key Concepts

Sales Pipeline

Structured process for managing sales opportunities:

flowchart LR
    A[Lead] --> B[Contact + Account]
    A --> C[Opportunity]
    C --> D[Quote]
    D --> E[Sales Order]
    E --> F[Invoice]

Lead Entity

First contact with a potential customer:

  • Basic information about person and company
  • Source and opportunity value
  • Qualification and conversion

Opportunity Entity

Specific business case with value:

  • Sales cycle stages
  • Close probability
  • Expected value and date

Entity Overview

Entity Description Usage
Lead Potential customer First contact
Opportunity Sales opportunity Deal tracking
Account Organization/company Customer records
Contact Contact person Individuals at companies

Integration with Invoicing

Quote and SalesOrder entities are documented in the Invoicing module, as they are part of the accounting workflow.

Sales Process

sequenceDiagram
    participant L as Lead
    participant O as Opportunity
    participant Q as Quote
    participant S as SalesOrder

    Note over L: New contact
    L->>L: Qualification
    L->>O: Conversion
    Note over L: Creates Contact + Account

    O->>O: Prospecting → Qualification
    O->>O: Proposal → Negotiation
    O->>Q: Create quote

    Q->>Q: Draft → Presented
    Q->>S: Customer approval

    S->>S: Fulfillment
    Note over S: → Invoicing

Lead Lifecycle

stateDiagram-v2
    [*] --> New: Creation
    New --> Assigned: Assignment
    Assigned --> InProcess: Processing
    InProcess --> Converted: Qualified
    InProcess --> Recycled: Deferred
    InProcess --> Dead: Disqualified
    Converted --> [*]: Created Contact/Account/Opportunity
    Recycled --> InProcess: Reactivation

Lead Statuses

Status Value Description
New New Just created
Assigned Assigned Assigned to salesperson
In Process In Process Actively worked
Converted Converted Successfully converted
Recycled Recycled Temporarily inactive
Dead Dead Disqualified

Opportunity Stages

stateDiagram-v2
    [*] --> Prospecting: Creation
    Prospecting --> Qualification: Qualify
    Qualification --> Proposal: Propose
    Proposal --> Negotiation: Negotiate
    Negotiation --> ClosedWon: Win
    Negotiation --> ClosedLost: Lose
    ClosedWon --> [*]
    ClosedLost --> [*]

Stages and Probability

Stage Value Probability
Prospecting Prospecting 10%
Qualification Qualification 20%
Proposal Proposal 50%
Negotiation Negotiation 80%
Closed Won Closed Won 100%
Closed Lost Closed Lost 0%

Lead Conversion

Process of converting lead to customer entities:

flowchart TD
    L[Lead] --> |Conversion| C[Contact]
    L --> |Conversion| A[Account]
    L --> |Optional| O[Opportunity]

    subgraph Field Mapping
        L1[accountName] --> A1[Account.name]
        L2[firstName, lastName] --> C1[Contact.name]
        L3[opportunityAmount] --> O1[Opportunity.amount]
        L4[source] --> O2[Opportunity.leadSource]
    end

Field Mapping During Conversion

Lead Field → Target Entity
firstName, lastName → Contact.name
accountName → Account.name
addressStreet/City/... → Account.billingAddress
opportunityAmount → Opportunity.amount
source → Opportunity.leadSource

Entity Relationships

erDiagram
    Lead ||--o| Account : "creates"
    Lead ||--o| Contact : "creates"
    Lead ||--o| Opportunity : "creates"

    Account ||--o{ Contact : "has"
    Account ||--o{ Opportunity : "has"

    Contact }o--o{ Opportunity : "participates in"

    Opportunity ||--o{ Quote : "has"
    Quote ||--o{ SalesOrder : "creates"

Contact Roles in Opportunity

Role Value Description
Decision Maker Decision Maker Makes purchase decision
Evaluator Evaluator Evaluates solution
Influencer Influencer Influences decision

Metrics and Reporting

Weighted Pipeline Value

Weighted Value = Amount × Probability / 100

Example: - Opportunity $100,000 in Proposal stage (50%) - Weighted value = 100,000 × 50 / 100 = $50,000

Key Metrics

Metric Description
Win Rate Ratio of won opportunities
Pipeline Value Total value of active opportunities
Average Deal Size Average deal value
Sales Cycle Average sales cycle length

Integration

Activity Integration

All CRM entities support:

  • Meetings
  • Calls
  • Tasks
  • Emails

Campaign Integration

  • Leads can be created from campaigns
  • Lead source tracking
  • Campaign effectiveness measurement

Product Integration

  • Opportunity linked to product catalog
  • Quotes with product items
  • Pricing and discounts

Quick Start

1. Create Lead

  1. Go to Leads
  2. Click Create Lead
  3. Fill in:
  4. First and last name
  5. Company (accountName)
  6. Email, phone
  7. Source
  8. Save

2. Qualify Lead

  1. Verify contact information
  2. Identify needs and budget
  3. Set status to In Process
  4. Fill in opportunity value

3. Convert Lead

  1. In lead detail, click Convert
  2. Select entities to create:
  3. Contact (always)
  4. Account (always)
  5. Opportunity (optional)
  6. Confirm conversion

4. Manage Opportunity

  1. Go to Opportunities
  2. Update stage as progress is made
  3. Record activities (meetings, calls)
  4. When successful, create quote