About Sales Management

Sales Management – About

The Sales Management module centralizes all activities that support the commercial lifecycle — from identifying a potential client, to developing opportunities, estimating delivery costs, issuing formal proposals, and preparing for customer engagement.

It provides a structured, traceable, and consistent framework allowing organizations to:

Manage customer records and accounts
Track and qualify sales opportunities
Build estimations for services, products, and project execution
Issue commercial proposals with structured pricing and margin analysis
Monitor customer interactions throughout the sales process

Sales Management is fully integrated with Operations Management, Billing, ensuring that all downstream processes receive accurate and validated information.

Key Components of the Sales Management Module

The module contains five core features, each supporting a specific stage of the sales cycle.

1. Contacts

Central repository of individuals and organizations engaged in the sales process.
Used across Accounts, Opportunities, Estimations, and Proposals.

2. Accounts

Represents companies or clients with whom the organization maintains a commercial relationship.
Accounts store structured information such as:

Tax and legal information
Addresses
Contacts
Bank data
Operational transactions (e.g., invoices, documents, statements)

3. Opportunities

Allows tracking of potential sales engagements.
Users can:

Define opportunity details and customer data
Assign owners
Track pipeline stages
Estimate potential revenue
Attach documentation

Opportunities serve as the initial step toward building an Estimation or Proposal.

4. Estimations

Enables definition of service scopes, timelines, and costing structures used to support pricing decisions.
Typical outputs include:

Work plans and service items
Cost and margin calculations
Total estimated effort
Supporting documentation

Estimations can later be imported directly into Proposals to accelerate and standardize pricing.

5. Proposals

Formal commercial offer sent to customers.
Includes:

Pricing, margins, discounts
Optional inherited work plans
Customer details
Exchange rates
Attachments
Optional Sales Pipeline tracking

Proposals ensure commercial accuracy and consistency throughout the approval cycle.

Sales Workflow Overview

The typical end-to-end process supported by the module is:

Create or maintain Contacts and Accounts
Identify a new opportunity
Develop an Estimation (optional but recommended)
Generate a Proposal derived from an Estimation or another Proposal
Track progress through Sales Pipelines
Approve and finalize the Proposal
Handover to Operations or Billing

Each step ensures that data flows smoothly to downstream teams while preserving traceability and financial accuracy.

Benefits of the Sales Management Module

Ensures consistent pricing and margin transparency
Reduces manual rework by reusing estimations and proposals
Improves commercial governance with structured approval workflows
Strengthens customer engagement tracking via Sales Pipelines
Integrates seamlessly with finance and operations
Provides full auditability across the sales lifecycle

Sales Management – Contact Segmentation
Sales management - Contact Lifecycle
Sales Management - Contact reason code
Sales Management – Accounts
Sales Management – Opportunities
Sales Management – Estimations
Sales Management – Proposals