Transactional Sales Process

OPPORTUNITY EXECUTION
Managing the Sales Opportunity
“In the Funnel”

CUSTOMER BUYING PROCESS STEPS

Determine needs and requirements
Evaluate alternatives and related risk Resolve issues and reach agreement

G4S WAY SALES PROCESS STEPS

OFFER NEGOTIATION CLOSED
SALES ACTIVITIES
• Begin execution of next steps/plan • Prepare for finalnegotiations • Formal commitment from the customer that the opportunity has
• Present preliminary solution • Reach final agreement been won
• Prove capabilities • Get necessary documents signed
• Review proposal
• Ask for the business
• Issue proposal
• Receive verbal approval

VERIFIABLE OUTCOMES AND ASSOCIATED WIN ODDS

✓Confirmation email G4S is on the shortlist received and uploaded ✓Verbal approval received ✓Signed documents
in SFDC
25 - 40% 40 - 90% 90- 100%
AVERAGE NUMBER OF DAYS IN STEP
10 15 3
KEY JOB AIDS, RESOURCES AND ENABLING TECHNOLOGIES
✓ Next Steps Plan ✓ Negotiation Preparation Worksheet ✓ Updated Opportunity Record
✓ Implementation Plan ✓ Give/Get List ✓ Closed opportunity with attached sales contract in SFDC
✓ Success Criteria ✓ Updated Opportunity Record with attached proposal in SFDC
✓ Updated Opportunity Record with Created Activities for
proposed Collaboration Plan

Important note: in case of a Transactional Sale, make sure to use good judgement as to whether tools such as Success Criteria,
Negotiation Preparation Worksheet and Give/Get List are needed.