Typical sales process customizations

Pega applications, such as Pega Sales Automation™, perform many functions that help you minimize the time required to get your system production-ready. Layering your implementation on one of Pega's applications built on Pega Platform™ enables you to easily extend and rapidly deploy your application.

The gap analysis identifies differences between the features and functionality provided by a Pega application — in this case Pega Sales Automation™ — and specific requirements needed by your business. Features identified by the gap analysis are added to your application.

Sales-qualified leads that become new opportunities are managed as cases. The sales opportunity case is defined by the Opportunity case type.

Case stages

Opportunities progress through sales stages from initial qualification to closure of the deal. When creating a Pega Sales Automation™ application, six standard stages are created.

• Qualification
• Analysis
• Proposal development
• Decision
• Negotiation
• Closed

You can add and remove stages to support your sales process.

Stage steps

The Pega Sales Automation™ application allows you to define a flexible set of steps for each stage to match your organization's sales process. When an application is created, the stages in the case life cycle are empty. Instead, 14 optional steps are exposed to showcase the capabilities of the Pega Sales Automation™ application. The steps are defined as optional to allow them to be processed in any order within the stage. Each step has a user interface that can be customized to meet your organization’s sales process.

For example, the gap analysis might indicate that following the prepare contract step in the negotiation stage, a review by the legal department is required before the contract is sent out.

For more information on adding stages and steps to the opportunity case, read Modifying an opportunity case type in the Pega Sales Automation™ Implementation Guide.

The most common user interface customizations made to Pega Sales Automation™ include branding and modifying forms, such as adding or removing fields and updating drop-down options.

For example, the gap analysis might indicate that due to their customer base and product line, the sales representatives collect the school attended and school size from customers. As a result, you receive a markup of the contact form with the sales team's request for updates to the contact form.