Page 94 - Superion Sales
P. 94
SUPERION – Sales Playbook
Pricing
Fields in the pricing section populate automatically upon finalizing a quote in Apttus.
Prior to creating a quote, the opportunity owner can add estimated forecast information in the
Total LF Forecast, Total Svcs Forecast, and TCV Forecast fields, which then populates the
pricing fields in the right column and affects Forecast reporting. Upon syncing a quote, rollups from
the quote replace the forecasted information in the pricing fields.
Sales Plan
In each stage in the sales process, VVSS identifies specific seller actions that are required to
advance the opportunity to the next stage. Sales stages appear as a series of tabs on each
opportunity. To advance an opportunity to the next stage, the opportunity owner needs to complete
the required actions, check the Closed checkbox, and click Update Plan.
Clicking Job Aids provides additional training information and materials that assist the Sales
Representative. The Sales Rep can also click the Request Additional Coaching button to send
an email to the Sales Manager indicating that assistance is needed with this opportunity.
3/8/2018
Page 94
