Manage Lead-to-Cash in Salesforce: Lead, Opportunity, Quote, Contract and on to cash
Process map by Brian. 43 steps, 2 layers. Tags: business, sales, salesforce, crm.
- Marketing: A lead is created from a web form, event list or campaign
- Salesforce Sales Cloud: Lead assignment rules route it to the right owner and score it
- SDR or sales development: Follow up fast: call, email and log every activity
- SDR or sales development: Is the lead qualified?
- SDR or sales development: Convert the lead: it becomes an Account, a Contact and an Opportunity
- Account executive: Work the Opportunity through its stages: qualify, discover, propose, negotiate
- Account executive: Log the buyer's needs, the competition and next steps on the Opportunity
- Account executive: Build the quote with products, quantities and a price
- Salesforce CPQ: Does the quote break a discount or terms rule?
- Sales operations and deal desk: Approval chain: manager, deal desk, finance
- The customer: Reviews the quote and negotiates
- Account executive: Do they accept?
- Legal: Generate the contract from the quote and redline it
- The customer: Signs the contract
- Account executive: Mark the Opportunity Closed Won and record the contract
- Sales operations and deal desk: Create the Order from the signed quote
- ERP and billing system: Sync the order to the ERP and billing system
- Finance and billing: Issue the invoice on the agreed schedule
- The customer: Pays the invoice
- Finance and billing: Is the payment on time?
- Finance and billing: Apply the cash and close the loop in Salesforce
- Account executive: Plan the renewal or the expansion before the term ends
- Finance and billing: Collections: remind, call and escalate
- SDR or sales development: Nurture or disqualify with a reason