Sales Software - System Requirement Specification sample page

Sample pages


	CRM - Sales Software - System Requirement Specification Checklist sample



		Key - for tick boxes


	CRM System Checklist - click here to return to details

C Currently in Use
E Essential (Expected future requirement)
D Desirable (Expected future requirement)
N Nice...to have (Expected future requirement)


	Ref


	Sales continued (page 67)


	C


	E


	D


	N


	6.12


	Opportunity management continued


	6.12.16

Sales opportunity analysis eg comparison of sales volumes and profits probability, versus time and expenses to be invested in achieving the opportunity


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	6.12.17

Weighted and actual sales revenues


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	6.12.18

Configurable sales process statuses eg open, closed - won, closed - lost


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	6.12.19

Reasons why won or lost sale eg price


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	6.12.20

Type of sale eg product, service


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	6.12.21

Sales opportunity plans (for large deals) comprising: expected sales, profits, probabilities, activity plans, stages, dates, product / service details, competitor analysis, opportunity assessment


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	6.13


	Pipeline management


	6.13.1

View and monitor sales pipeline and opportunities to a close


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	6.13.2

Predict probability of a successful close


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	6.13.3

Real-time update of sales pipeline figures - to enable informed decisions to be made


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	6.13.4

Identify the top opportunities and specific actions to manage those opportunities to a rapid closure


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	6.13.5

Measure sales process effectiveness


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	6.13.6

Identify sales cycle bottlenecks


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	6.14


Lead routing


	6.14.1

Lead capture eg:


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	6.14.1.1

- online, from website, email forms, enquiries


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	6.14.1.2

- offline, from seminars, direct mail, trade shows and use import wizards to load details into the CRM system


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	6.14.2

Fast access to new sales leads


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	6.14.3

Automatically evaluate / qualify / merge new sales leads for potential conversion into sales (to avoid wasting time on poor quality / duplicated leads)


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	6.14.4

Automatically distribute new sales leads entering the system to a sales rep, sales team, or business partner


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	6.14.5

Automatically update sales leads / staff responsibilities eg when an employee leaves, territories are re-asigned


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	6.14.6

Multiple user defined rules for lead evaluation and prioritisation


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	6.14.7

Multiple user defined rules for lead distribution and routing eg based on workflow rules, employee skills, employee workloads, territory, lead source, product interest


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	6.14.8

Access third-party information eg business financials


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