Sales
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1
What does the sales function do?
Every department in a business spends; one brings money in. And the sales function is not about "persuading people to buy" — it is about turning market interest into revenue that is collected and repeated.
9 min read -
2
The sales cycle and the funnel
A deal does not close suddenly. It passes through known stages, and at each stage a number of buyers drop out. Understanding exactly where they drop out matters more than doubling how many enter at the top.
11 min read -
3
The quotation and terms of sale
A quotation is not a number in a message. It is a document the business is bound by: what we deliver, for how much, when, on what payment terms, and for how long any of it still stands.
10 min read -
4
Managing accounts and targets
A customer living in one salesperson's memory is not a customer of the business. When that person leaves, half the market leaves with them. Account management is turning a personal relationship into an asset the business owns.
10 min read -
5
From order to cash
This is where sales meets the warehouse and accounting, joined by one cycle: order → issue → invoice → collection. Every weak link in it shows up later as a dispute with a customer, a difference in stock, or a debt that is never collected.
10 min read