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Applications Administration Guide > Activities, Activity Plans, and Assessments >
Defining a Sales Methodology
There are two parts to creating a sales methodology:
NOTE: Sales methods and stages are associated with activity templates and assessment templates of type Opportunity. If you are not intending to create a template of this type, you do not need to define a sales methodology.
You use the Sales Methods view of the Applications Administration screen to define sales methods and to create and associate sales stages with each of those methods.
To create a sales method and associated sales stages
- From the application-level menu, choose View > Site Map > Application Administration > Sales Methods.
- In the Sales Methods list, create a new record and complete the necessary fields.
- In the Sales Stages list, create a new record, and complete the necessary fields.
Some fields are described in the following table.
This value is used for rolling up many different stages into phases. Select the one that best matches the stage you are currently adding. For example, a stage called Prospecting would best match the lead discovery phase.The choices in this drop-down list are configured by using the SALES_STAGE_PHASE_TYPE type in the List of Values. For more information, see Working with Lists of Values. The choices in this drop-down list are configured by using the SALES_STAGE_STATUS type in the List of Values. For more information, see Working with Lists of Values. The default choices are Open, Won, and Lost. As you move deals from one stage to another, some deals will fall out of the pipeline. In order to eventually close $1,000,000 in revenues, you might need $10,000,000 worth of stage 01 deals, or $5,000,000 worth of stage 04 deals, or $1,500,000 of stage 08 deals. This means your quota factors in this case will be 10 for stage 01, 5 for stage 04, and 1.5 for stage 08.Before the Sales Method and Sales Stage can be used, the cache may need to be refreshed. For more information, see Clearing the Cache.
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Applications Administration Guide Published: 09 September 2004 |