Purpose

This article explains the role of the Sales Management module within the UNEEVO platform.

Rather than describing individual screens or configuration options, this article focuses on how Sales Management contributes to the overall business lifecycle, the information it owns, its relationships with other modules, and the typical commercial process followed within UNEEVO.

Detailed instructions for individual features are available in the Sales Management Functional Reference.

Overview

Sales Management is responsible for managing an organization's commercial activities, from the initial interaction with a prospect to the successful closure of a business opportunity.

It provides the tools required to organize customer information, manage commercial opportunities, define sales processes and prepare estimations, while serving as the starting point for many operational activities performed in other UNEEVO modules.

Sales Management is therefore not an isolated module — it is the beginning of several business processes that continue throughout the platform.

Where Sales Management Fits

The Sales Management module sits at the beginning of the commercial lifecycle.

General Configuration
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Accounts
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Contacts
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Sales Markets
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Sales Budgets
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Opportunities
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Estimations
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Proposals
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Subscriptions

Once a Proposal is successfully closed, its information may continue into Project Management, Resource Management and eventually Billing Management.

Business Responsibility

Sales Management is responsible for answering four fundamental business questions.

Business Question	Answered By
Who is our customer?	Accounts
What business are we trying to win?	Opportunities
Where are we in the sales process?	Opportunity Pipeline
What have we proposed to the customer?	Proposals

These responsibilities make Sales Management the primary commercial module within UNEEVO.

Main Components

The Sales Management module is composed of several interconnected functional areas.

Component	Purpose	Produces
Accounts	Manage customer organisations	Customer records
Contacts	Manage people associated with customers	Contact records
Opportunity Types	Classify commercial opportunities	Opportunity categories
Opportunity Pipeline	Define the sales stages	Sales workflow
Opportunities	Manage commercial opportunities	Opportunity records
Estimations	Prepare commercial proposals	Estimations (scenarios)

Each component contributes to a different stage of the commercial lifecycle.

Information Owned by Sales

Sales Management is considered the owner of the following business information.

Information	Description
Customer Accounts	Commercial organisations
Assigned Contacts	Individuals related to Accounts
Opportunities	Potential business
Sales Activities	Customer interactions
Estimations	Commercial proposals
Commercial Pipeline	Opportunity progression

Other modules consume this information but should not duplicate it.

Dependencies

Before Sales Management can be fully utilised, several platform configurations should already exist.

Depends On	Why
Companies	Define the operating organisation
Users	Assign opportunity ownership
Roles & Permissions	Control access to commercial information
Currencies	Opportunity values and quotations
Tax Configuration	Estimations calculations
Services / Products	Items that may be sold

These dependencies are explained in greater detail within the Configuration Dependencies section of "How Uneevo Works.

Typical Commercial Lifecycle

A typical commercial process follows the sequence below.

Create Contact
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Create Account
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Create Opportunity
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Assign Opportunity Type
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Progress Through Pipeline
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Prepare Estimations
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Prepare Proposals
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Create Project

Although every organisation may adapt its sales methodology, this represents the standard business flow supported by UNEEVO.

Sales Management in the Platform

The following diagram illustrates how Sales Management exchanges information with the rest of UNEEVO.

                    SALES MANAGEMENT

          Accounts
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          Contacts
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        Opportunities
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         Proposals
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      Won Opportunity
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      PROJECT MANAGEMENT
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    RESOURCE MANAGEMENT
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   OPERATIONS MANAGEMENT
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     BILLING MANAGEMENT
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 REPORTING & ANALYTICS

This demonstrates that Sales Management initiates a broader business process extending beyond the commercial department.

Functional Area	Article
Overview	Sales - Overview
Opportunities	Sales – Opportunities
Accounts	Sales – Accounts
Contacts	Sales – Contacts
Estimations	Sales – Estimations
Subscriptions	Sales – Subscriptions (if applicable)

Best Practices

To ensure an effective commercial process:

Configure Opportunity Types before creating opportunities.
Design a consistent Opportunity Pipeline that reflects your sales methodology.
Maintain customer information in a single location to avoid duplication.
Keep estimations linked to their corresponding opportunities whenever possible.
Use standardized sales processes to improve reporting accuracy.

How Sales Management Works