Sales Procedure

Pre-requisites

As a Frappe partner, you must use a valid CRM system with features like SLA, assignment rule and custom field capability that helps to track lead qualitication notes, automated follow-up emails, sales feedback form for each lead, and build sales dashboards.

1. Sales Team Certification & Training

• Certification Requirements
  • Sales certification requirement timeline (e.g., within 6 months).
  • Product training milestones and tracking in a Certification system.

2. Lead Management

• Lead SLA Definition

  • SLA for lead response time (e.g., respond within 4 business hours).

• Lead Qualification Criteria

  • Use BANT / MEDDIC or equivalent.
  • Define each criterion clearly:
    • Budget: Confirm budget
    • Authority: Identify the right decision-maker
    • Need: Validate the pain points
    • Timeline: Confirm urgency
  • Embed the checklist into the CRM system (MUST be there before moving to the demo).

3. Follow-Up Cadence

• Cadence Strategy

  • Day 1: Call + Intro email
  • Day 2: Call + Follow-up email
  • Day 5: Call + Value-add email
  • Day 10: Call + Case Study email
  • Day 15: Final reminder
  • Day 20: Break-up email

• Activity Tracking

  • Every touchpoint (call, email, message) should be logged in CRM with the next action date.
  • Define a minimum of 12 touchpoints before marking a lead as lost.

• Objection Handling

  • List down common objections (Top of the funnel, Bottom of the funnel).
  • Define response strategy.

4. Discovery and Demo Stage

• Discovery Call (DC)

  • Checklist of items to confirm: current process, decision-making, pain points.
  • Qualification validation: set up the expectations for the demo.

• Demo Process

  • Structured demonstration plan based on the prospect’s use case and sample data.
  • Feedback form to be shared post-demo (automated or manual).

5. Opportunity, Quotation & Negotiation

• Opportunity Creation

  • Only after a valid demo & qualification.
  • Opportunity fields to track: expected closing, contract type, deal value.

• Quotation

  • Should include selected support plans, development hours, and contract terms.
  • Link quotation with the Project Requirements / BRD / Scope of Work sheet.

6. Contract Management

• Standardized contract process with legal review.
• Capture renewal dates.

7. Sales Order & Payment Process

• Customer creation upon contract signing.
• Sales order should include payment terms and a linked quotation.
• Accepted payment modes (PayPal, Wire) with acknowledgment tracking.

8. Handover to Implementation

• Use a formal Handover Checklist with project details.
• Schedule a kickoff call.
• Document the business context and requirements in the handover summary.

9. Post-Sales & Demo Feedback

• Feedback Collection
  • Post-demo feedback (form via email).
  • Post-sale feedback (won or lost deals).
  • Trigger email based on opportunity status change (automation recommended).
  • Review and report on feedback monthly/quarterly.

10. Lead Nurturing System

• Define a strategy for lost/unresponsive leads:
  • Monthly newsletters
  • Product update emails
  • Webinar invites
  • Success stories
• Assign nurturing campaigns or cadence.

11. Performance, Conversion, Reports, and Dashboard Metrics

• SLA

  • KPI: “90% of leads responded to within SLA.” (Should be tracked via the dashboard).
  • SLA failure analysis and improvement plan.

• Conversion Tracking

  • Opportunity-to-Quote conversion %
  • Quote-to-Deal conversion %

• Feedback Analysis

  • Analyse demo & post-sales feedback.
  • Improvement plan based on feedback.

• Lost Deal Analysis

  • Mandatory reason selection: Price, timing, competitor, lack of fit, etc.
  • Track trends and share reports during sales review meetings.

Notes

• Red Colour - Good to have