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Last updated on 24th March, 2026

Sales Procedures

Pre Sales Activities

Purpose

  • Establish a structured approach for managing customer enquiries with clarity and accountability.
  • Ensure businesses receive the right guidance by understanding their challenges before proposing solutions.
  • Enable a smooth and confident transition from initial discussion to successful project engagement.

Tools Used

The following tools are utilised to ensure structured opportunity tracking, efficient communication, and accurate solution estimation:

Frappe CRM

  • Used for managing enquiries, tracking customer interactions, and monitoring the complete opportunity lifecycle.

In-House Estimation Tool

  • A client-facing tool on our website where businesses can submit their requirements and generate a basic ERPNext feature list within about 30 minutes.
  • Our consulting team then reviews the details and prepares the final effort and cost estimation if additional customization is required.

Tool Demo:

AI-Assisted Estimation Support

  • We also leverage AI-tools (e.g., ChatGPT, Cluade,Perplexity) to support requirement analysis, estimation validation, and preparation of structured solution approaches.

Training & Enablement

From the time of onboarding, every team member undergoes a structured 12-week sales training program to understand the complete opportunity lifecycle, ERPNext solutions, and client engagement processes.

The training is designed to help team members develop skills in lead qualification, client communication, solution positioning, and proposal preparation while following the organisation’s defined sales processes.

3-Month Training Roadmap at a Glance

WEEK 1

Foundation & Product Knowledge

Understand ERPNext modules, Sanskar offerings, and internal tools to be client-ready from Day 2

WEEKS 2–6

Lead Generation & Client Outreach

Build and qualify a lead pipeline; conduct outreach campaigns and first discovery calls

WEEKS 7–12

Sales Execution & Proposals

Handle client communication independently and deliver winning proposals and case studies

Month
Month 1

Focus Area

Foundation + Lead Generation Launch

Duration

Week 1 + Weeks 2–4

Key Outcomes

ERPNext literacy & first outreach campaigns live

Month
Month 2

Focus Area

Outreach, Discovery & Client Comm.

Duration

Weeks 5–8

Key Outcomes

Active pipeline, discovery calls, and client follow-ups

Month
Month 3

Focus Area

Sales Execution, Proposals & Review

Duration

Weeks 9–12

Key Outcomes

Proposals submitted, demos conducted, final KPI review

Sales Procedure

Sales Procedure

Lead

Initial enquiry received from potential customers through different channels.

Key Activities:

  • Lead captured via website, reference, campaigns or direct contact
  • Lead created in CRM
  • Basic customer details recorded
  • Initial acknowledgement sent

Assigned

Lead ownership is assigned to a responsible sales representative.

Key Activities:

  • Lead assigned to sales owner
  • Responsibility defined
  • First customer interaction planned
  • SLA response initiated

Qualified

Lead is evaluated to determine whether it is a valid opportunity.

Key Activities:

  • BANT qualification performed (Budget, Authority, Need, Timeline)
  • Qualification discussion documented in CRM

Deal

Qualified leads are converted into active sales opportunities.

Key Activities:

  • Opportunity created in system
  • Initial scope discussion started
  • Expected deal value identified
  • Sales tracking begins

Demo

Product demonstration conducted based on business requirements.

Key Activities:

  • Business-focused ERPNext demo
  • Use-case explanation
  • Customer queries addressed
  • Demo feedback captured

Requirement Gathering

Detailed business understanding and analysis is performed.

Key Activities:

  • Current workflow analysis
  • Gap identification
  • Customization discussion
  • Expected outcomes defined

Quotation

Proposal or quotation prepared based on agreed scope.

Key Activities:

  • Scope finalization
  • Effort estimation
  • Costing preparation
  • Proposal shared with customer

Negotiation

Commercial and scope discussions finalized before agreement.

Key Activities:

  • Pricing discussion
  • Scope clarification
  • Requirement adjustments
  • Alignment on expectations

Follow Up

Continuous communication maintained to progress the opportunity.

Key Activities:

  • Customer follow-ups
  • Query resolution
  • Decision support

Ready for Closing

Opportunity prepared for final decision and agreement.

Key Activities:

  • Final scope confirmation
  • Commercial alignment
  • Contract preparation initiated

Contract Sent / Received

Agreement exchanged with customer for formal engagement.

Key Activities:

  • Contract shared with customer
  • Terms review
  • Contract received for confirmation

Contract Under Review

Agreement reviewed by both parties before signing.

Key Activities:

  • Contract terms verification
  • Clarifications discussed
  • Final approval preparation

Contract Signed

Formal agreement confirming project engagement.

Key Activities:

  • Signed contract received
  • Engagement confirmed
  • Project preparation started

Sales Order

Commercial confirmation recorded in the system.

Key Activities:

  • Sales order created in ERPNext
  • Payment terms confirmed
  • Internal project approval initiated

Closed Won

Opportunity officially marked as successful.

Key Activities:

  • Deal marked as won
  • Customer onboarding confirmation
  • Project kickoff planning

Handover to Implementation

Project transferred to delivery team for execution.

Key Activities:

  • Complete project handover
  • Scope and documentation shared
  • Implementation team engaged
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