Sales Process Execution

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Sales Process Execution

Techaccess Sales Process is a holistic view of the sales organization activities to achieve the business goals and contribute to the success.

Sales process revolves around the activities of the “Customer Buying Cycle”, Techaccess Sales Process assist the client to achieve his business goals by adopting the information technology services and solutions, further sales process follows the customer procurement requirements, various internal (Techaccess) Decision Points are used to ensure a win/win situation, and (Techaccess) utilizes the Account Management practices to bring in the consistency and predictability in the sales process for growth.

Sales Process
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Identify Opportunity-It is necessary to assess significance and resource consuming opportunities to see if those are in alignment to the TAP business objectives and how well TAP is aligned to increase its chances of success.

Sales and pre-sales carry out the preliminary assessment of the identified opportunity, they review the significant opportunities with their respective senior management; this helps the alignment and gets necessary executive support.

Communication Process to use: Communication for Pre-sales & bid-management – Annexure A
Manage Opportunity
 – This is an important stage where senior management along with the sales / pre-sales team review the significant opportunities those may have high resource requirements and / or high risk deals. Further, a SWOT (strength, weakness, opportunity, threats) analysis is also done to make a Bid / No Bid decision.

    Regional sales and pre-sales team are required to have Weekly review of the opportunities

Based on the following criteria a bid / no-bid decision will be taken:

  • Criteria (margins – please refer to annexure-C, technology, time-lines, etc.)
  • Teams for the decision include: sales teams, pre-sales/tech teams, local sales head. Final decision will be of VP sales.
    Any opportunity above USD200,000.00 will go to “Deal Review Board” to take the decision of go / no-go.

  • Regional sales / pre-sales team will provide the necessary info to review.
  • Who initiates DRB review: Relevant Sales AM thru his reporting hierarchy, but regional sales head is overall responsible.
  • Generate Proposal
      –Proposal is a Techaccess commitment to the client that the offered solution/product will serve the purpose for which it is being quoted.Usually proposals are required in two stages, i.e. Technical and Financial.

Sales will involve Business Units (pre-sales) and finance team for both documents using the following communication process.

Communication Process to use: Communication for Pre-sales & bid-management – Annexure A

Proposal submission will be authorized by regional head of sales team and VP Sales.

For any deals greater than USD200,000 in addition to above mentioned engagement model “Financial Board” will review the working.

Following are the guidelines for the financial board.

  • FB Criteria: Any deal greater than USD200,000.00
  • FB members:COO, VP Technology, VP Sales, GM Finance, Finance Team, Sales Manager, Sales Account Manager, Pre-sales, BU heads.
  • Who initiates FB review: Relevant Sales AM thru his reporting hierarchy, but regional sales head is overall responsible.
  • Who will authorize the submission: COO / GM Finance

Close Sales–close sales is a process where TAP has been selected and final negotiations are being done. Stages involved in this phase are TAP on Shortlist, TAP Selected and Contract Negotiations begins.

Close sales approval process includes the regional head of sales team and VP Sales.

For any deals greater than USD200,000 “Deal Review Board” will review and approve the deal.

Following are the guidelines for the Deal Review Board.

  • DRB Criteria: Any deal greater than USD200,000 will go thru DRB review.
  • DRB members: COO, VP Sales, VP Technology, GM Finance, Relevant Sales Manager, Sales Account Manager, Pre-sales (if required).
  • Who initiates DRB review: Relevant Sales AM thru his reporting hierarchy, but regional sales head is overall responsible.
  • Who will authorize the deal:COO

Principal Engagement through the “Sales Execution Process”