Published at: 2026-09-17
Sales management quick start
This page helps first-time Sales Management users understand the business landscape, find their work area, and select a tutorial in ten minutes. It does not repeat business procedures. For the complete process, see LTO business process overview.
What you will learn
After reading this page, you can:
- Explain the relationships among Sales Leads, Accounts, Contacts, Opportunities, Quotes, and orders.
- Identify your primary responsibilities in the Sales Process.
- Confirm that your Account has the required modules and data permissions.
- Select the quick-start path for a Sales representative or Sales manager.
Step 1: Understand the core data chain
flowchart LR
A[Sales Lead] --> B[Account and Contact]
B --> C[Opportunity]
C --> D[Quote]
D --> E[Sales Order]
E --> F[Fulfillment or receivables]
| Object | What it records | When to use it |
|---|---|---|
| Sales Lead | Prospect information that is not yet validated | You have only a Name, Phone, Company, or Source |
| Account | An organization or individual developed over Time | The customer is known and you need to retain a long-term relationship |
| Contact | A specific person in an Account organization | You need to record purchasing, technical, finance, or decision-making Personnel |
| Opportunity | One specific potential transaction | The Account has a clear need that requires ongoing work |
| Quote | A Product and Price proposal for an Account | You need a formal Quote, collaboration, or later order conversion |
| Sales Order | The core record for a confirmed transaction | Product, Quantity, Price, and other transaction information requires internal execution |
Do not create a Duplicate Account for every purchase from the same Account. The Account represents the long-term relationship. The Opportunity represents one sales opportunity.
Step 2: Find your work area
| Your Role | Primary focus | Recommended tutorial |
|---|---|---|
| Sales representative | My leads, Accounts, Opportunities, pending stage tasks, Quotes, and orders | Sales representative quick start |
| Sales manager | Not Assigned or overdue resources, team Opportunities, pending Approvals, stage conversion, and close results | Sales manager quick start |
| Marketing Personnel | Campaigns, Campaign Members, Campaign leads, Marketing sources, and Campaign Effect | Marketing overview |
| Commercial or order-entry Personnel | Quotes, contracts, Sales Orders, Approvals, and execution Status | Sales Order overview |
| Finance, Warehouse, or delivery Personnel | Receivable sources, inventory, shipping, or delivery projects | Open the relevant user guide |
Step 3: Verify your current Account
After signing in with your actual work Account, complete these checks:
- Confirm that the main Navigation displays the modules required for your responsibilities.
- Open a test record you can View. Confirm that its list, details, and related data are visible.
- Confirm that you can create, Edit, progress, approve, or analyze records as required.
- If fields, buttons, or processes differ from this documentation, ask whether your enterprise customized objects, layouts, processes, or permissions.
[!IMPORTANT] Sales Management menus, fields, stages, and buttons are configurable. This documentation describes common capabilities. Follow your current page and administrator Configuration.
Step 4: Choose a minimum task
You do not need to complete the entire process when you first start. Complete one minimum task for your Role:
| Role | Suggested first task | Completion criteria |
|---|---|---|
| Sales representative | Follow up on a test Lead and Convert a valid Lead into downstream objects | The Lead Status and Associated Account, Contact, or Opportunity match expectations |
| Sales manager | Review a set of team Opportunities and identify one stagnation or loss risk | The Owner, issue, and Next action are clear |
Common starting questions
I do not have a Sales Lead. Can I create an Account or Opportunity directly?
Yes. Leads are useful for managing unvalidated prospect information. If the Account or purchasing need is clear, you can create an Account or Opportunity according to enterprise rules.
Does every Opportunity require a Quote?
No. Your transaction process determines whether a Quote is required. If products and prices are clear, you can create an order when permitted. For formal customer quotes or complex configuration, create a Quote first.
Is the sequence of contracts, orders, shipping, and receivables fixed?
No. Enterprises can Convert a Quote into an order, place batches against a framework Contract, create orders directly, or create receivables after settlement. See the branches in LTO business process overview.
Next steps
- If terminology is unfamiliar, see Core Sales Management terms.
- If you execute frontline Sales activities, continue to Sales representative quick start.
- If you manage team processes and results, continue to Sales manager quick start.