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Standard operating procedure

Index

Sales Operations and Sales Operations and Lead Quality Support SOP
Purpose
Lead Quality Support Context

SOP Roles & responsibilities

Sales Operations Support:
Created @January 1, 2023

Purpose
The purpose of this SOP is to outline the processes and guidelines for sales operations and lead
quality support to ensure consistent and effective handling of leads, data management, and
collaboration between sales teams and other departments.

Standard operating procedure 1

 Context
This SOP applies to the sales department and all personnel involved in sales operations and leads
quality support.

Roles & responsibilities

💡 Sales Operations Team

Manage lead generation processes and systems.

Assess lead quality and provide feedback to the sales team.

Support the sales team with lead-related queries and issues

Sales Team:

Collaborate with the sales operations team to provide accurate and timely lead information.

Act upon lead quality feedback received from the sales operations team.

💡 Lead Management Process:

Lead Generation

Identify and implement lead generation strategies, such as marketing campaigns, referrals, or
partnerships.

Capture leads through various channels, including website forms, email inquiries, and phone
calls

Lead Qualification:

Assess lead quality based on predefined criteria, such as demographic information, budget,
timeline, and buying intent.

Categorize leads into appropriate segments (e.g., hot, warm, cold) based on their potential.

Lead Distribution:

Standard operating procedure 2

 Assign leads to the appropriate sales representatives based on territory, product
specialization, or other relevant factors.

Notify sales representatives about new leads and provide them with the necessary lead
details.

Lead Follow-up:

Monitor and track lead progress throughout the sales process.

Ensure timely and appropriate follow-up actions, such as phone calls, emails, or meetings.

Document all interactions and updates in the CRM system.

Lead Disposition:

Update lead status in the CRM system based on outcomes (e.g., qualified, disqualified,
closed-won, closed-lost).

Provide reasons for lead disqualification or closure.

Analyze lead data for insights and process improvements.

💡 Lead Quality Assessment

Lead Feedback:

Regularly review and evaluate lead quality using the lead scoring model.

Provide feedback to the sales team regarding lead quality and areas for improvement.

Collaborate with the sales team to refine lead qualification criteria as needed.

Sales Operations Support:

Training and Documentation:

Provide training to sales team members on lead management processes, tools, and best
practices.

Maintain documentation and resources related to lead management procedures.

Issue Resolution

Address sales team inquiries and issues related to lead management promptly.

Standard operating procedure 3

 Collaborate with other departments, such as marketing or IT, to resolve technical or process-
related challenges.

Reporting and Analysis

Generate reports and dashboards to monitor key performance indicators (KPIs) related to
lead management and sales operations.

Analyze data to identify trends, opportunities, and areas for improvement.

Present findings and recommendations to the sales team and management.

Exist Process

Close active CRM and transfer all leads to active executive

Email arindam@stockedge.com, Request to Remove Access and Roles for Departed

Employee

Standard operating procedure 4