How do you convert a quote into an order?
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When the customer accepts, the quote should be converted into an order and the sales opportunity closed as won. Here are the steps that keep the figures in order.
- 5 steps
- Total time: 25 min
- Preparation: 10 min
- Result: An order ready for delivery, with the pipeline correctly updated
Required tools
- An activated offer — The offer must be activated and accepted by the customer.
Convert
1.Mark the deal as won
Use the function to close the quote as won instead of creating an order manually. This creates the order with the line items from the quote and preserves the links.
2.Check the order against what the customer actually accepted
If anything was negotiated in the final round, it must be included in the order. An order that differs from what the customer believes they purchased will not be discovered until invoicing.
Clean up afterwards
3.Confirm that the opportunity is closed as won
This should happen automatically, but verify it. A sales opportunity that remains open after the order has been received inflates the pipeline and undermines the forecast.
4.Record why you won
Write one sentence about what determined the outcome. Over time, this is the most valuable sales data you have, and it only exists if someone writes it down then and there.
5.Hand over for delivery
Clarify who is taking over and what they need to know. The handover from sales to delivery is where the customer experience most often falls short.
Discussion
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