---
title: "Sales Procedure Template"
space: "Partner"
url: "https://frappe.io/partner/sales-procedure-template"
updated: "2026-05-07"
---

### 1. Sales Team Certification & Training  
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**  
Clearly defined follow-up schedule:  
- **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 touchpoints before marking a lead as lost. (Ideally 12)  

**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 (expected closing, contract type, and deal value) to track the funnel.  

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.