Your sales process is defined as Corporate Sales (also known as Project Sales). This category features:
- Long Cycle Times: Deals frequently last from many months to several years.
- Complex Stakeholder Involvement: Many people are involved on both sides—investors, engineers, managers, legal, etc.
- Strict Cyclic Process: Sales proceed through a strictly defined, cyclical process involving many approvals, negotiations, and internal corporate procedures.
- Project Management Focus: Each sale must be managed as a distinct project, requiring meticulous tracking of statuses and documentation.
A CRM is absolutely central and essential to the success and stability of Corporate Sales. It acts as the command center for every project.
Key CRM and Digital Strategy Focus Areas:
- Centralized Project Tracking: The CRM is used to track the status of every task and project milestone, ensuring everything is in one place.
- Documentation and Approval Management: Essential for storing complex contracts, engineering documents, and tracking the numerous internal and external approvals required.
- Account Management: Once the initial deal is closed, the CRM ensures smooth Account Management for the subsequent series of complex deliveries or sales orders.
- Quoting and Pricing: The system is needed to manage product data, complex pricing, and quotation (quotation) processes internally.
- Process Enforcement: The CRM ensures the necessary, strict cycle of approvals is followed—you can’t generate a contract without a director’s sign-off, for example.
