Internal Sales Management Process 20230328
This process is used to record internal sales contact activities.
The person in charge makes contact with the lead and enters information such as the introduction schedule according to the screen.
A score is calculated from the entered information, and only leads that meet certain criteria (SAL: Sales Accepted Lead) are passed on to the sales force (field sales).
Workers (Number of swimlanes: 4)
- Accounts / Internal Sales
- Internal Sales Representative or Sales Representative (Field Sales)
- Internal Sales
- Internal Sales Representative
- Internal Sales Leader
- Internal Sales Leader
- Account Sales
- Sales (Field Sales) Representative
Workflow (Workflow diagram complexity: 22)
- 90. Manual start
- Internal sales or field sales representatives manually enter the lead’s information.
- 71. Interviews with prospective clients
- The internal sales representative interviews the lead and enters the results.
- 142. Exit Check
- The team leader determines if it is safe to close the lead.
- 173. SAL Evaluation (Management)
- The sales representative enters the results of the evaluation of the lead passed on.
- 73x1. Retrieved from other apps (lead management)
- The workflow platform retrieves data from the past lead management process (to determine if a lead has been contacted in the past).
- 76x2. Set with past contact
- The workflow platform will be flagged as having past contact.
- 29x3-1. Subject, SAL processing result set
- The workflow platform sets the subject and SAL processing results.
- 18x3-2. Subject, SAL processing result set
- The workflow platform sets the subject and SAL processing results.
- 28x3-3. Subject, SAL processing result set
- The workflow platform sets the subject and SAL processing results.
Business process variables to be passed (number of data items: 48)
- Lead type q_lead_kind
11*- Stores the type of lead occurrence.
- Email address q_email
0*- Stores the email address of the lead.
- Company Name q_corp_name
1*- Stores the name of the company to which the lead belongs.
- Contact person’s name q_person_name
2- Stores the name of the person in charge of the lead.
- Phone number q_tel_no
3- Stores the phone number of the lead.
- Department Title q_div_name
4- Stores the name of the lead’s departmental position.
- Workflow platform ID q_wf_platform_id
6- Stores the workflow platform ID of the Trial that the lead applied for.
- Trial Start Date q_trial_start_datetime
28- Stores the start date and time of the Trial for which the lead has applied.
- Trial Expected completion date and time q_trial_end_datetime
29- Stores the end date and time of the Trial for which the lead has applied.
- Matters to be discussed (Motivation for lead) q_mql_motivation
48- Stores the consultation (motive) of the lead.
- Customer Message q_message
5- Stores the message when a lead makes a Trial application.
- ◆ BANTCH Information Conformance Requirements / Motivation Score
21 - Budget q_fit_gap_bagdet
30*- Stores the results of hearings on the budget.
- Budget details q_bantch_condition_badget
12 - Spacer (1/4)
36 - Authority (Approver/position) q_fit_gap_authority
31*- Stores the results of interviews regarding the decision maker.
- Authority (Decision-Maker/Position) Details q_bantch_condition_Authority
22 - Spacer (1/4)
37 - Needs q_fit_gap_needs
32*- Stores the results of interviews regarding needs.
- Needs details q_bantch_condition_needs
23 - Spacer (1/4)
38 - Timing (Examination period) q_fit_gap_timing
33*- Stores the results of the hearing regarding the timing of the study.
- Timing details q_bantch_condition_timing
24 - Spacer (1/4)
39 - Competitor q_fit_gap_competitor
34- Stores the results of the hearing regarding the conflict.
- Competitor details q_bantch_condition_competitor
25 - Spacer (1/4)
40 - Human resources q_fit_gap_human_resources
35 - Human resources details q_bantch_condition_human_resources
26 - Spacer (1/4)
41 - Product Description Results q_result_of_service_introduction
42- Stores the results of product explanations (when, to whom, what was explained, and what was understood).
- Motivation score q_motivation_score
13- Stores information obtained from customer behavior and interview results regarding lead motivation.
- SAL Point q_mql_point
8*- Stores the results of point calculations from the lead’s motivation score.
- 0
- ◆ Motivation Score Table
43 - SAL conformity conditions q_MQL_conditions
54*- Stores the results of checking whether a lead conforms to the SAL.
- ◆ Marketing Department: Evaluation
15 - Validity (Ma) q_validity_marketing
17*- As the marketing department (the inside sales department), store whether the termination decision was reasonable.
- Validity comments (Ma) q_validity_comment_marketing
19 - Spacer (1/4)
45 - ◆ Sales Department: Evaluation
16 - Relevance (management) q_validity_sales
18*- Stores whether the decision to be given the lead as a sales department (field sales department) was reasonable.
- Validity comments (management) q_validity_comment_sales
20 - ◆ System usage information
9 - SAL processing results q_mql_result
47- Stores the result of how it was processed as a lead.
- Sales contact made q_sales_touch
7- Stores whether or not a sales contact has already been made in the past.
- false
- Communication records q_communication
14- Stores notes and comments.
- Historical contact data csv q_csv
57- Stores data csv retrieved from past lead management processes (to determine if a lead has been contacted in the past).
- Historical contact data count q_count
58- Stores the number of data retrieved from past lead management processes (to determine if a lead has been contacted in the past).
Field name, Num, Initial value
Download
- insidesales-20230328-en.qar
- insidesales-20230328-en.csv (for importing data item definitions)
Available only in Professional Edition.
Notes
- For the part that starts a process from another workflow application and the part that starts a process for another workflow application, adjust the settings according to the workflow application you wish to link.
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