--- title: "Sales Process" space: "Handbook" url: "https://frappe.io/handbook/sales-process" updated: "2026-05-07" --- At Frappe, you'll find [teams](/about) and individual contributors accross different functions. Most often the Sales team works closely with Delivery, Partners, Legal & Marketing teams and at times help from other teams like Product, DevOps & Frappe Cloud is also required. This is how the sales process looks like from a bird's eye view ![Sales Process](/files/Sales Process.png) *Note: This just for reference.* #### Lead Sources 1. Contact us page 2. Trial sign-up from erpnext.com 3. Frappe Cloud site (With partner consent checked) 4. Incoming calls via Exotel 5. Reference/Outbound Once the lead is created, it automatically gets assigned to a sales person based on the assignment rule. We follow a series of steps to ensure that the lead is properly qualified and the whole journey is tracked in our CRM. #### 1 Qualification call (QFC) QFC ensures the leads are qualified before passing to AE. - As soon as the lead is assigned, sales person schedules the qualification call with the prospect. - All the activities (Phone Call, Email, QFC, DC, Telecon, WhatsApp) should be tracked in the Follow up table. - During the QFC, sales person has to capture following details of lead and Lead’s company: - Budget , Authority, Need and Timeline - The current process and operations, key decision making factors, pain points & its impact, and decision process. - Once the QFC is complete, sales person has to update the status as “Qualified”, “Inprocess” or “Unqualified”. - If the lead is “Qualified”, DC is scheduled with the AE and calendar invite is shared for the same. - If the lead is “Unqualified", lead is either closed or passed to a partner. - “In process” lead qualification needs follow up from to ensure all open points are closed and eventually marked as qualified or unqualified. #### 2 Discovery Call(DC) During the discovery call, AE dives deeper into their use-cases and captures below details: - SDR has to ensure that a proper download is given to the AE before joining the DC to avoid repetition of the questions. - AE has to validate the information filled by SDR in the QFC document. - Based on the discussion during DC, AE will accept, reject or pass for re-qualification. - If the DC is “Accepted”, AE will schedule a demo and share the calendar invite for the same. - If the DC is “Rejected”, AE will close the lead with the reason for rejection. If a sales person is handeling the account end-to-end, discovery call step can be skipped. #### 3 Demonstration - AE/Technical Sales Counsultant will prepare a demo instance based on the priorities identified during the DC. - Demo record has to be created for all the demos in Demo DocType. Also, demo activity should be added to the lead document in the Follow-up table. - Post demonstration, webform link is shared with the prospect to get feedback on the demonstration which will be saved as a Post Demo feedback document. - If the opportunity is marked as "Closed - Lost" demonstration account (if created) has to be deleted or the data should be earased. #### 4 Project Requirement/Pricing and Negotiation - Sales person creates a Project Requirements sheet as per the modules required by the prospect. - Since we are only doing vanilla onboarding, Project Requirements will mostly contain standard scope of work. - Project requirement document will be used to get a ballpark figure on the hours required to do the onboarding and accordingly the Onboarding cost will be identified. #### 5 Opportunity After the demonstration, sales person has to convert the lead into an Opportunity. - Details like deal value, expected closing date, expected go-live date, stage has to be updated - Once the opportunity moves to the Proposal stage, Quotation has to be created and shared with the prospect. - Quotation has to be created against the Opportunity, following details has to be filled in the quotation: - Once the prospect agrees on the pricing and payment terms, sales person needs to connect with the legal team to prepare the Master Service Agreement. - Once the agreement is signed and payment is received, the stage of the opportunity should be changed to Converted and Closed-won. - If the Opportunity is lost, the satus should be updated to Lost and Closed-lost with the reason. #### 6 Contract Signed contract from both the parties (Frappe and Potential Prospect) will be shared with the legal team and captured under the Contract doctype. #### 7 Creation of Customer and Sales Order - Once a Signed Contract is received, sales person has to create a Customer with all the required details. - Sales Order will be created against that Customer with the details of the payment terms. #### 8 Handover to implementation team - Once the signed Contract is received from the customer, sales person has to handover the project and update all the details in the Handover Checklist. - After Project Requirement handover, Sales Person schedules a kickoff meeting between the customer and Frappe AM. - AE introduces both the parties, gives a brief overview of the customer business and ensures all the customer information has been passed to the assigned AM.