💰 Sales and CRM Management
Version: 2.0.0
Last Updated: 2025-11-22
Priority: ⭐⭐⭐ (P2 Level - Business)
Purpose: Sales funnel, B2B sales playbook, CRM, customer success
📋 Overview
Provides complete sales funnel design, B2B sales with BANT, CRM pipeline,
and customer health scoring.
🎯 P0: Invocation Triggers
| Trigger |
Example |
| Sales process |
"build our sales process" |
| Churn reduction |
"how to reduce churn?" |
| LTV improvement |
"increase customer LTV" |
| Sales optimization |
"optimizing sales operations" |
🔧 P1: Sales Funnel
Funnel Stages
| Stage |
Purpose |
Conversion Rate Target |
Action |
| Awareness |
Awareness |
- |
Content, advertising |
| Interest |
Interest |
30% |
Lead acquisition |
| Consideration |
Consideration |
40% |
Demo, materials |
| Intent |
Intent |
50% |
Proposal, quote |
| Purchase |
Purchase |
60% |
Contract |
| Loyalty |
Retention |
90% |
Success |
🚀 P2: B2B Sales Playbook
BANT Qualification
| Element |
Example Question |
Weight |
| Budget |
Is budget secured? |
25% |
| Authority |
Who is the final decision-maker? |
25% |
| Need |
What problem do you want to solve? |
30% |
| Timeline |
What is your target implementation timeline? |
20% |
Pipeline Stages
| Stage |
Definition |
Probability |
| Lead |
Inquiry |
10% |
| MQL |
Marketing Qualified |
20% |
| SQL |
Sales Qualified |
40% |
| Proposal |
Proposal |
60% |
| Negotiation |
Negotiation |
80% |
| Closed Won |
Closed Won |
100% |
| Closed Lost |
Closed Lost |
0% |
⚡ P3: Customer Success
Health Score (0-100)
| Metric |
Weight |
Calculation Method |
| Usage frequency |
30% |
DAU/MAU |
| Feature adoption |
25% |
Number of features used |
| Support history |
20% |
Ticket trends |
| Contract status |
15% |
Renewal/expansion |
| NPS |
10% |
Score |
Risk Response
| Score |
Risk |
Action |
| 80-100 |
Low |
Expansion proposal |
| 60-79 |
Medium |
Proactive outreach |
| 40-59 |
High |
Urgent intervention |
| 0-39 |
Critical |
Executive escalation |
Churn Prevention
チャーン兆候:
- ログイン頻度 ↓50%
- 主要機能利用 ↓30%
- サポート問い合わせ ↑
- 請求失敗
対策:
1. 即時アラート
2. CS担当割り当て
3. 原因ヒアリング
4. 改善提案
5. 特別オファー検討
📊 KPI Management
Sales KPIs
| Metric |
Target |
Measurement |
| MQL→SQL conversion rate |
30% |
Weekly |
| SQL→Closed Won rate |
25% |
Monthly |
| Average deal cycle |
30 days |
Monthly |
| ARPU |
¥10,000 |
Monthly |
CS KPI
| Metric |
Target |
Measurement |
| Churn Rate |
<5% |
Monthly |
| NRR |
>110% |
Monthly |
| NPS |
>40 |
Quarterly |
| CSAT |
>4.5/5 |
Continuous |
✅ Success Criteria
| Deliverables |
Criteria |
| Funnel Design |
6 Stages |
| Playbook |
Includes BANT |
| CRM Pipeline |
7 Stages |
| Health Score |
5 Metrics |
🔗 Related Skills
- Growth Analytics: Sales Data Analysis
- Business Strategy: Overall Strategy
- Content Marketing: Lead Acquisition
