Lead2Sale

Lead2Sale is a Lead Management System which helps automate customer acquisition process.Customer Acquisition follows a sales pipeline which defines a typical step by step process that sales reps go through to convert a prospect into a paying customer.A sales stage is created for each step in the sales process.The sales rep is responsible for moving the stages as the prospect's interest level changes.The number of sales stages will vary based on the length of your sales cycle and the number of interactions needed to close a deal.

#Users & Roles

Users should be able to operate this system only via a email/password authentication system. Users can only be invited into the application. Registrations should not be allowed. A User has a Full Name, Email, Password, Phone(10 digit) and role_id. User belongs_to Roles. Role has_many Users Users can have one of 2 roles. 1. Sales Manager 2. Sales Associate Sales Manager has full authority over the software usage while Sales Associate has limited authority over software usage. Prospects & Customers Prospects enter the sales pipeline when a prospect record is created in Lead2Sale. From that point on, the sales rep guides the prospect through the sales stages. This is not necessarily a linear process where every prospect goes through every stage. Instead, it is a framework for making the sales process more systematic and standardized. The only way a Customer can be created is by automation i.e. when a Prospect purchases something, then and only then the Prospect qualifies to become a Customer. A Prospect has a Full Name, Email, Phone(10 digit), Location, stage_id & managed_by. Prospect belongs_to Stage. Stages has_many Prospects. Prospect also belongs to User with foreign key of managed_by. Customer has all attributes of a Prospect except stage_id.

#Stages

There are 9 stages to a sales cycle. The 9 stages are as below:

1. New Opportunity - This stage is assigned as default when a prospect is created.
2. Qualifying - This stage is assigned when the sales rep begins contacting the prospect to gather details about the prospect and their level of interest on a scale of 1 - 10.
3. Demo - This stage is assigned the prospect agrees to a demo, a free trial, an in person meeting, etc.
4. Proposal Pending - This stage is assigned after the sales rep issues a quote, proposal or estimate.
5. Negotiating - This stage is assigned after the prospect responds to a proposal, but requests some changes before committing to a purchase.
6. Won - This stage is assigned after the prospect makes a purchase. This is when a customer record is created and a prospect record is archived.
7. Delayed - This stage is assigned if a Prospect is qualified and truly interested in your product with a interest level of +8, but their decision-making timeline has been delayed.
8. Lost - This stage is assigned if a Prospect purchases from a competitor or decides they are no longer interested in your product.
9. Non-Responsive - This stage is assigned when the sales rep is not able to connect with a Prospect. A Stage has a name, description, color_code, interest_level and actions. Every stage has its unique set of predefined actions. So actions as an attribute of the Stage can be a hash. E.g. Consider a stage object as below { name: ‘New Opportunity’, description: ‘This stage is assigned as default when a prospect is created.’, color_code: ‘#FF5733’, interest_level: 8, actions: { email: { send: true, datetime: 2017-06-15 00:30:00 +0530, template: ‘Product Intro’}, task: {mandatory: true, name: ‘Call Customer’} }}

#Tasks

Tasks are jobs that are to be assigned to and be completed by a user. User has_many Tasks & A Task belong_to a User. Task has title, content, task_number, event_datetime & completed_at. Task Number is auto generated and incremented based on the previous record.

Business Logic

Users & Roles User should be created with valid email, phone and all fields must be mandatory. Validations should be present on both server-side as well as client-side. Sales Manager can manage i.e. CRUD, Prospects, Customers, Users, Stages & Email Templates. Exception being the create of customer as that is an automated process. Sales Associate can CRU Prospects. Each Sales Associate can only manage their own Prospects.

Prospects & Customers Only when a Prospect has attained the stage of ‘Won’, can it be moved as a Customer. All Prospects initialize with the ‘New Opportunity’ Stage and is guided down the sales process by the sales rep.

STAGE ACTIONS

NEW OPPORTUNITY: Should send email to Prospect with template of “Product Intro” and create a task to the current user with Title: Call {Prospect_Name} Tomorrow at {Event_Time}, Content: Please call {Prospect_Name} tomorrow at {Event_Time} on {Prospect_Phone}

QUALIFYING: Should set interest level after engaging with Prospect and either schedule a demo or any other status.

DEMO: Should send email to Prospect with template of “Product Demo” and create a task to the current user with Title: Meeting with {Prospect_Name} on {Event_Date} at {Event_Time}, Content: Please engage with {Prospect_Name} on {Event_Date} at {Event_Time} for Product Demo.

PROPOSAL PENDING: Should send email with template of “Product Proposal & Quotation”. Email should contain three options, Accept, Decline, Negotiate. On click of Accept, the Prospect should be moved to the “Won” Stage. On click of Decline, the Prospect should be moved to the “Lost” Stage. On click of Negotiate, the Prospect should be moved to the “Negotiating” Stage.

WON: Should move Prospect to Customer Model and send email to Customer with template “Welcome onboard” and create a task to the current_user with Title: Check up with {Prospect_Name} on {Event_Date} at {Event_Time}, Content: Please engage with {Prospect_Name} on {Event_Date} at {Event_Time} to get feedback.

DELAYED: Should create a task to the current_user with Title: Follow up with {Prospect_Name} on {Event_Date} at {Event_Time}, Content: Please engage with {Prospect_Name} on {Event_Date} at {Event_Time} to finalize purchase.

LOST: Should send email to Prospect with template of “Thank you”.

NEGOTIATING: Should create a task to the current_user with Title: Follow up with {Prospect_Name} on {Event_Date} at {Event_Time}, Content: Please engage with {Prospect_Name} on {Event_Date} at {Event_Time} to negotiate price and persuade to purchase.

NON-RESPONSIVE: Should create a task to the current_user with Title: Follow up with {Prospect_Name} on {Event_Date} at {Event_Time}, Content: Please engage with {Prospect_Name} on {Event_Date

• 30 DAYS} at {Event_Time + 30 DAYS}.

Usage

1. Clone the repo.
2. perform bundle and rake db:setup
3. rails s
4. bundle exec sidekiq -q high,5 default

#Credentials for login

Please check seed.rb file