02 — Capability · BC-430
Sales
Turn interest into signed business and keep the accounts that result — plan who sells what to whom, pursue opportunities, quote and contract, and run the pipeline so the forecast is a number leadership can plan on.
- Selling
- Sales Management
- Revenue Generation
- Direct Sales
In scope
- Territory, quota and coverage decisions and the sales method behind them
- Pursuing opportunities from accepted lead to signed agreement
- Account planning, renewal and growth of existing customers
- Quoting, deal approval, pipeline hygiene and forecasting
Out of scope
- Generating and qualifying leads before sales accepts them (see BC-420)
- Selling through partners and distributors (see BC-440)
- Capturing, fulfilling and invoicing the order once it is won (see BC-670 and BC-250)
Realized by · 3
- Salesforce · Sales Cloudcore via BC-430.20
- Salesforce · Revenue Cloudstrong via BC-430.40
- Oracle Fusion Cloud Applications · Customer Experiencepartial via BC-430.20
Used in · 3
- Lead-to-Cash · 01 Generate & Qualify via BC-430.20
- Lead-to-Cash · 02 Develop Opportunity via BC-430.20
- Lead-to-Cash · 03 Quote & Contract via BC-430.40
Build it · 0
- Nothing in the library points here yet.
Decomposes into · 5
- BC-430.10Sales Strategy & PlanningDecide where sellers spend their time and what each is expected to produce, so coverage matches the market and targets add up to the plan without double counting.
- BC-430.20Opportunity ManagementPursue each qualified opportunity from acceptance to decision — understand the buyer, shape the solution, propose, negotiate and close — with the record kept current enough to trust.
- BC-430.30Account ManagementGrow and keep existing customers by knowing each account's goals and people, planning for renewal and expansion, and noticing trouble before the renewal date does.
- BC-430.40Quoting & ContractingProduce accurate quotes for what the buyer wants, get the deal approved by the right people quickly, and execute a contract that operations and finance can act on without interpretation.
- BC-430.50Sales Operations & EnablementRun the machinery behind selling — pipeline discipline, forecasting, compensation administration, tools, training and performance reporting — so sellers sell and the numbers hold up.