Process family
Sales pipeline process: five templates from CRM lead to booked order
Five sequenced templates for the sales pipeline: CRM lead management, lead qualification, opportunity management, pipeline stages and lead-to-order, plus the deal desk, discount approval and quote-to-cash charts that gate price and terms.
The sales pipeline is the front half of the revenue cycle: a captured lead is deduplicated and assigned, qualified into an opportunity, worked through stages with exit criteria, priced and approved, and booked as an order. This family sequences the five templates that cover that route and groups the approval charts beside it, so a rep, a sales manager and the deal desk can see where a deal is and what must be true before it moves.
The chain starts in the CRM. CRM lead management turns a raw capture into a deduplicated, assigned record worked to a first-touch SLA; lead qualification scores it against the ideal customer profile, makes the MQL decision and hands a sales-accepted lead to an account executive. From there the deal is one opportunity: opportunity management sets each stage's exit criteria, the forecast category and the review a large or quiet deal attracts, while the sales pipeline process draws the stages themselves. Lead-to-order is the same route in one chart, ending at a booked order where fulfillment and invoicing begin.
The controls sit around price and terms. A request for a concession goes through discount approval: a net margin check against the floor, routing by band to manager, director or finance, a counter-offer loop and an approved percentage with an expiry date. Anything non-standard beyond price, such as payment terms, liability caps or a bespoke SLA, goes to the deal desk in the sales approval process, which triages each exception to the specialist who owns it and the approver whose threshold covers it. The failure both exist to stop is the rep who negotiates first and asks afterwards, so the quote the customer accepted carries a term nobody approved.
Two steps have no standalone template. There is no generic quotation chart, request to issued quote: quote-to-cash covers pricing, the discount ladder, legal review, the quote, the order, the invoice and the cash in one chart, and the only dedicated quotation template is the furniture industry's. Order booking is likewise the last box of lead-to-order and quote-to-cash, not a chart of its own. Once the order exists, order-to-cash takes over with credit approval, fulfillment, invoicing and cash application; a deal whose paper needs legal review before signature follows the contract review and approval charts in the contract lifecycle.
The sequence
Step 1: CRM lead management process flowchart (dedupe to conversion)
CRM lead management process flowchart template: duplicate check, territory or round-robin assignment, first-touch SLA, contact cadence, qualification and conversion, nurture or disqualification.
Step 2: Sales lead qualification process flowchart: MQL to SAL
A swimlane sales lead qualification process flowchart: lead capture, ICP scoring, the MQL decision, SDR cadence, discovery, BANT or MEDDIC and AE handover.
Step 3: Opportunity management process flowchart (stage exit criteria)
Opportunity management process flowchart template: qualification gate, stage exit criteria, forecast category and manager review, deal review threshold, stalled-deal re-engagement, and closed won or lost with a win/loss review.
Step 4: Sales pipeline process flowchart: opportunity to closed won
A five-lane sales pipeline process flowchart from qualified opportunity to closed won or lost: discovery, demo, validation, pricing, discount approval, close.
Step 5: Lead-to-order process flowchart (lead capture to booked order)
Lead-to-order process flowchart template: capture and deduplication, lead scoring and the MQL gate, SDR outreach and sales acceptance, CPQ configuration, discount approval, quote acceptance, credit check and order booking.
Also part of this family
- Sales approval process flowchart (deal desk and non-standard terms) — Sales approval process flowchart template: deal desk triage, standard-terms auto-approval, routing by exception type, threshold tiers, approval with conditions, rework loops and the approval trail.
- Discount approval process flowchart (tiered approval by band) — Discount approval process flowchart template: the request and its justification, a net margin and floor check, tiered routing to manager, director and finance, a counter-offer loop, and a discount trend review.
- Quote-to-cash process flowchart (opportunity to cash collected) — Quote-to-cash (Q2C) process flowchart: configure and price the quote, clear the discount ladder and the legal review of non-standard terms, issue the quote, book the order, invoice the milestone and collect the cash.
- Sales process flowchart: prospect to signed order — Sales process flowchart template: prospecting and fit, first contact and discovery, qualification on need, budget and authority, quote approval, negotiation, closed won or lost, and handover to onboarding.
- Furniture quotation process flowchart — A furniture quotation process flowchart covering cost buildup from the BOM and routing, a discount approval threshold, and quote validity tracking.