Domain 4: Sales (358741)¶

Industry Edition: ZORBA for Enterprise Software

This is the ZORBA for Enterprise Software variant of this domain.

Converting relationships into revenue

Classification: Value Chain Version: v0.1 (Draft)

Overview¶

This domain encompasses the enterprise's ability to identify, pursue, win, and grow customer relationships that generate revenue. It spans the full sales spectrum from strategic territory design and pipeline management through to deal execution, account development, and revenue operations. In a ZORBA-enabled enterprise, sales is where agents handle the data-heavy mechanics of selling — scoring leads, maintaining CRM hygiene, generating proposals, and forecasting revenue — while humans focus on relationship building, complex negotiation, and strategic account development.

ZORBA Hierarchy: Domain → Capability → Process¶

ZORBA Level    │  APQC Equivalent     │  Description
───────────────┼──────────────────────┼─────────────────────────────────────
Domain         │  Category            │  Major area of enterprise activity
Capability     │  Process Group       │  What the organisation can do
Process        │  Process             │  How work flows to deliver a capability

Capabilities & Processes¶

4.1 Define Sales Strategy and Territory Architecture (461283)¶

Establish the sales strategy, design territory and segment coverage models, and set the go-to-market approach that maximises revenue potential across the customer base.

#	Process	ID	Agentic Profile
4.1.1	Define the sales strategy and go-to-market approach	529738	H — Human-led; sales strategy requires market judgement and leadership vision
4.1.2	Design territory and segment coverage models	813462	H=A — Agents model territory potential and balance workload; humans approve structure
4.1.3	Set quota and target frameworks	274913	H=A — Agents model attainment scenarios; humans set targets and incentives
4.1.4	Define ideal customer profiles and account tiering	224906	h+A — Agents analyse firmographic and behavioural data; humans validate profiles
4.1.5	Align sales coverage with marketing and product strategies	348176	H+a — Humans drive alignment; agents flag gaps and overlaps

4.2 Manage the Sales Pipeline and Forecast Revenue (582314)¶

Operate the end-to-end pipeline from opportunity creation through to close — ensuring pipeline health, forecast accuracy, and visibility into revenue trajectory.

#	Process	ID	Agentic Profile
4.2.1	Manage opportunity creation and pipeline intake	419628	H=A — Agents create opportunities from qualified leads; humans validate and enrich
4.2.2	Qualify and progress opportunities through sales stages	763142	H+a — Humans drive deals; agents update stage data and flag stalled opportunities
4.2.3	Generate and maintain revenue forecasts	295831	h+A — Agents model forecasts using pipeline and historical data; humans adjust for judgement
4.2.4	Conduct pipeline reviews and health assessments	841567	H+a — Agents prepare pipeline analytics; humans lead review discussions
4.2.5	Identify and manage pipeline risks and gaps	617294	H=A — Agents surface at-risk deals and coverage gaps; humans intervene
4.2.6	Reconcile forecast to actuals and improve accuracy	354182	h+A — Agents analyse forecast deviation patterns; humans refine methodology

4.3 Develop and Grow Strategic Accounts (724918)¶

Manage and deepen relationships with the enterprise's most valuable customers — driving account growth, cross-sell, up-sell, and long-term strategic partnership.

#	Process	ID	Agentic Profile
4.3.1	Develop strategic account plans and growth strategies	483169	H+a — Humans plan account strategy; agents research account landscape
4.3.2	Map stakeholder networks and influence structures	619427	H=A — Agents compile org charts and relationship data; humans build relationships
4.3.3	Identify cross-sell and up-sell opportunities	847213	h+A — Agents analyse usage and purchase patterns; humans validate and pursue
4.3.4	Coordinate multi-product and multi-team account delivery	536184	H+a — Humans lead coordination; agents track commitments across teams
4.3.5	Conduct executive business reviews with key accounts	291748	H+a — Agents prepare review materials and data packs; humans present and discuss

4.4 Execute Deals and Navigate Complex Negotiations (839162)¶

Manage the deal execution process from proposal through to contract — including pricing, negotiation, approval workflows, and deal closure.

#	Process	ID	Agentic Profile
4.4.1	Develop proposals and solution presentations	418293	H=A — Agents generate proposal drafts and pricing models; humans customise and present
4.4.2	Configure pricing and assemble deal structures	563817	h+A — Agents calculate pricing, discounts, and terms; humans approve exceptions
4.4.3	Navigate complex negotiations and objection handling	729348	H — Human-led; complex negotiation requires empathy and strategic judgement
4.4.4	Manage deal approval workflows and governance	184263	h+A — Agents route approvals and track SLAs; humans approve within authority
4.4.5	Execute contract finalisation and signature	641729	H=A — Agents manage document assembly and e-signature; humans review final terms
4.4.6	Conduct deal retrospectives and win/loss analysis	392517	H=A — Agents compile data and patterns; humans extract strategic lessons

4.5 Operate Sales Infrastructure and Enablement (613482)¶

Build and maintain the operational foundation that makes selling effective — including CRM management, sales tools, training, onboarding, and process standardisation.

#	Process	ID	Agentic Profile
4.5.1	Manage CRM data quality and system hygiene	829413	A — Agent-executed; continuous data cleansing, deduplication, and enrichment
4.5.2	Develop and deliver sales training and onboarding	435003	H+a — Humans design programmes; agents personalise learning paths
4.5.3	Create and maintain sales playbooks and collateral	315948	H=A — Agents generate and update materials; humans review and approve content
4.5.4	Manage sales tools and technology stack	748162	H=A — Agents monitor adoption and performance; humans select and configure tools
4.5.5	Standardise and optimise sales processes	263591	H+a — Humans design processes; agents measure adherence and flag deviations

4.6 Manage Partner and Channel Sales (475291)¶

Recruit, enable, manage, and measure indirect sales channels — including resellers, distributors, referral partners, and technology alliances — to extend market reach.

#	Process	ID	Agentic Profile
4.6.1	Design the channel and partner sales strategy	819243	H — Human-led; channel strategy requires market and relationship judgement
4.6.2	Recruit and onboard channel partners	364721	H+a — Humans recruit; agents manage onboarding workflows and documentation
4.6.3	Enable partners with training, tools, and content	592837	H=A — Agents distribute and track enablement; humans create programmes
4.6.4	Manage partner pipeline and co-selling activities	427163	H=A — Agents track partner pipeline and flag collaboration opportunities; humans engage
4.6.5	Measure partner performance and manage incentive programmes	738419	h+A — Agents calculate performance metrics and incentives; humans review and adjust

4.7 Orchestrate Revenue Operations and Analytics (291563)¶

Integrate and optimise the operational processes, systems, and analytics that span marketing, sales, and customer success — ensuring a unified revenue engine.

#	Process	ID	Agentic Profile
4.7.1	Align metrics and definitions across the revenue funnel	863142	H+a — Humans define standards; agents enforce consistency across systems
4.7.2	Manage the lead-to-cash process end to end	524718	H=A — Agents automate handoffs and track lifecycle; humans resolve exceptions
4.7.3	Analyse revenue performance and unit economics	419836	h+A — Agents model cohort data and trends; humans interpret and act
4.7.4	Optimise the revenue tech stack and data architecture	748291	H=A — Agents monitor system performance; humans make technology decisions
4.7.5	Provide revenue intelligence and strategic insights	381924	h+A — Agents surface patterns and anomalies; humans translate to strategy

Summary¶

Capability	ID	Process Count
4.1 Define Sales Strategy and Territory Architecture	461283	5
4.2 Manage the Sales Pipeline and Forecast Revenue	582314	6
4.3 Develop and Grow Strategic Accounts	724918	5
4.4 Execute Deals and Navigate Complex Negotiations	839162	6
4.5 Operate Sales Infrastructure and Enablement	613482	5
4.6 Manage Partner and Channel Sales	475291	5
4.7 Orchestrate Revenue Operations and Analytics	291563	5
Total		37 processes

Agentic Profile Legend¶

Code	Meaning
H	Human-only — agent participation not appropriate
H+a	Human-led with light agent support
H=A	Balanced human-agent collaboration
h+A	Agent-led with human oversight or approval
A	Agent-autonomous within defined boundaries