Sales Motion SOP

This procedure defines how Blitzpanel manages a sales opportunity from first lead contact through order close, so every deal moves through a consistent, trackable path.

It exists to ensure leads are qualified before engineering/estimating time is spent, quotes are handed off with complete information, and outcomes (won or lost) are captured for forecasting and future pricing decisions.

A disciplined sales motion protects estimating capacity, gives management a reliable pipeline view, and creates a feedback loop from losses back into quoting and product strategy.

Applies to all inbound and outbound sales opportunities for control panels, subpanels, enclosures, and related kitting/build work, from first contact through order close or disqualification.

Covers lead intake and logging, qualification, discovery, handoff to Estimating, quote follow-up, CRM pipeline stage management, and win/loss capture.

Does not cover how the quote itself is technically scoped, priced, or approved (see Quoting SOP) or purchase-order acceptance and job release (see Ordering SOP).

Lead — an unqualified inbound or outbound contact expressing possible interest in a panel or enclosure build.

Qualified opportunity — a lead confirmed to have a real project, plausible budget, and timeline, and that fits Blitzpanel's UL508A panel-shop capability.

Discovery — the structured conversation(s) that capture technical scope, application/environment, and commercial requirements before an RFQ is assembled.

RFQ — Request for Quote package handed to Estimating; see Quoting SOP §3 for the full definition.

CRM pipeline stage — the current position of an opportunity in the system of record, used for forecasting and pipeline reporting.

Win/loss capture — the recorded reason and disposition of a closed opportunity, whether won, lost, or no-decision.

Role	Responsibility
Sales Rep / Account Executive	Owns lead intake, qualification, discovery, and the customer relationship through quote handoff, follow-up, and close.
Sales Manager	Reviews pipeline health and stalled opportunities; approves discounting or terms exceptions above threshold. TODO: define discount/exception authority and threshold.
Estimating / Engineering	Receives the qualified opportunity as an RFQ, produces the quote per the Quoting SOP, and supports discovery calls that need technical input.
Marketing / Lead Source Owner	Generates and routes inbound leads into the CRM with source and channel tagged. TODO: confirm this function/owner exists at Blitzpanel.
CRM Administrator	Maintains CRM pipeline stage definitions, required fields, and data hygiene. TODO: name the system of record and its administrator.

CRM / system of record for lead, opportunity, and pipeline tracking. TODO: name the current CRM system.

Lead qualification checklist and discovery question guide. TODO: create/link the standard checklist.

Quote template and process — see Quoting SOP for RFQ intake, estimating, and quote issuance.

Follow-up cadence templates (email/call scripts) and a win/loss debrief questionnaire for closed opportunities. TODO: create/link the standard templates and questionnaire.

6.1 Lead intake & logging

Log every inbound or outbound lead in the CRM within TODO: define target (e.g., same business day) of first contact.

Capture minimum required fields: company, contact, source/channel, application or industry, and initial notes on the inquiry.

Assign an owning Sales Rep at intake; leads left unassigned past TODO: define max age escalate to the Sales Manager.

6.2 Qualification

Apply the qualification checklist covering need, budget indication, decision authority, and timeline. TODO: confirm/adopt qualification framework and pass/fail thresholds.

Confirm the opportunity fits Blitzpanel's capability as a UL508A control-panel and enclosure shop, not a distribution or out-of-scope trade request.

Disqualify or route to nurture any lead that fails fit, budget, or timeline criteria, and record the disposition and reason in the CRM.

Advance qualified opportunities to the Discovery stage in the CRM pipeline.

6.3 Discovery

Schedule a discovery call or meeting to capture technical scope: enclosure type, environment/rating, quantities, control requirements, and target delivery date.

Confirm whether drawings, schematics, or a BOM already exist or whether Blitzpanel engineering support is needed, and note any customer-supplied (free-issue) material.

Identify the customer's decision process, competing bids, and budget range to set a realistic win-probability expectation.

Record discovery notes in the CRM opportunity record before requesting a quote from Estimating.

6.4 Quote handoff

Assemble the RFQ package (drawings/schematics, BOM or component list, quantities, enclosure/environment rating, required delivery) per Quoting SOP §6.1.

Submit the RFQ to Estimating, set the CRM opportunity to "Quote Requested," and link the resulting quote number once issued.

Review the completed quote with the customer, confirming scope, price, lead time, and stated assumptions/exclusions before or during submission.

Route any customer-driven scope change back to Estimating for a re-quote rather than adjusting price or scope directly with the customer. TODO: confirm sales discount/authority limits.

6.5 Follow-up cadence

Follow up on outstanding quotes on a defined cadence until the customer responds. TODO: define cadence (e.g., day 3, day 10, day 21).

Log every customer touch (call, email, meeting) in the CRM activity history with outcome and next action.

Escalate quotes with no customer response past TODO: define stall threshold in days to the Sales Manager for a go/no-go decision on continued pursuit.

6.6 CRM pipeline stages

Stage	Definition / exit criteria
New Lead	Contact logged in CRM; not yet qualified.
Qualified	Meets fit, budget, and timeline criteria; discovery scheduled.
Discovery	Technical and commercial requirements gathered; ready for RFQ.
Quote Requested	RFQ submitted to Estimating; quote in progress.
Quote Sent	Quote issued to customer; in follow-up cadence.
Negotiation	Customer actively engaged on price, scope, or terms.
Won	PO received and accepted; handed to Ordering SOP for job release.
Lost / No-Decision	Opportunity closed without an order; win/loss reason recorded.

6.7 Close & win/loss capture

On verbal or written award, confirm the customer PO terms align with the issued quote, then hand off to Ordering SOP for PO acceptance and job release.

Mark the CRM opportunity Won with final order value, margin, and order/job number.

On loss or no-decision, mark the opportunity Lost/No-Decision and capture a reason code plus free-text notes. TODO: define the standard win/loss reason-code list.

Where practical, request a brief win/loss debrief from the customer to inform future quoting, pricing, and product decisions.

CRM opportunity record: lead source, qualification notes, discovery notes, linked quote number(s), activity history, and final disposition.

Win/loss log: reason code, competitor if known, and notes, reviewed periodically by the Sales Manager. TODO: set review cadence.

Pipeline metrics: quote-to-close cycle time and win rate, for sales and management reporting. TODO: define reporting owner and cadence.

Retention period for CRM records and sales correspondence. TODO: set retention policy.

Quoting SOP, Ordering SOP.

CRM / system of record used for pipeline tracking. TODO: name and link the system of record once selected/confirmed.

Back to document index