Sales process models, also referred to as “sales funnel models,” classify prospects based on

where they are in the sales process. The sales process model is the total set of prospects

being pursued at any given time. The sales process model is illustrated in Figure 9.7 .

This six-step process model includes Prospect, Qualified, Needs Analysis, Presentation,

Negotiations, and Closed/Service. An account might be simply a prospect who has

potential but has not been contacted, a qualified prospect ready for a needs analysis, or a

prospect in serious negotiations with the salesperson. In sales process model reports such

as the one in Figure 9.7 , clicking on any part of the funnel graph will drill down into

Figure 9.7 The CRM Sales Funnel (or Sales Process) Dashboard

The sales funnel, or “sales process dashboard” as it is frequently called, classifies

prospects according to where they are in the sales process. In this figure, both the

total sales potential funnel and the forecasted funnel are presented. The forecasted