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Adtech Today – Sales Team

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Updated on July 3, 2025
Objective:

This Standard Operating Procedure (SOP) outlines the structured processes to be followed by the Sales Team at Adtech Today. The purpose of this document is to ensure consistency, efficiency, and accountability across all stages of the sales cycle—from lead generation to post-sale execution.

The SOP serves as a comprehensive guide to streamline internal coordination, maintain accurate records, track daily efforts, and facilitate seamless handovers to Finance and Operations teams. Adhering to this SOP will not only improve productivity and transparency but also enhance the client experience and contribute to revenue growth.

This document must be reviewed and followed by all team members to ensure high performance and alignment with Adtech Today’s operational standards.

Team Involved:

Sales Team, Marketing Team, Client Management, Operations Team

Tools:

CRM

Sales Opportunities
  • Adtech Today Sales Team has various Sales Opportunities with the products bouquet. Click Here for all the opportunities.
  • Leads will be generated through Marketing Activities. Click Here for Marketing Team SOPs.
3.1. Maintain the Sales Sheet:
  • Use the centralized Sales Google Sheet to maintain records of all prospects.
  • Update the Sales Sheet daily with any movement in the pipeline.
4.1. Plan a day as per the daily planning SOP (Click here)
4.2. Daily Sales Meeting (Morning):
  • Each sales team member should share:
  • Yesterday’s Progress
  • Meetings Scheduled/Conducted
  • New Leads
  • Blocked Points (if any)
4.3. Document Minutes of Meeting (MoM):
  • One team member (rotational or fixed) to record (Or take AI tool help):
  • Key discussions
  • Action items
  • Ownership & deadlines
  • Update the MoM in the Sales Sheet.
5.1. Fill Daily Timesheets:
  • Each member must log time spent per task/client.
  • Timesheet fields:
  • Date
  • Task/Client
  • Hours Spent
  • Outcome/Progress
5.2. Share Daily Status Report (DSR):
  • Sent over email by EOD.
  • Format: Subject: DSR – [Name] – [Date]
6.1. Reference to Rate Card:
  • All pricing must be referred from the official Adtech Today Rate Card
  • The rate card includes standard pricing for editorial features, display ads,event sponsorships, magazine ads and any other offerings.
6.2. Discounting Authority:
  • Up to 30% Discount from rate card from rate card – Salesperson can offer this independently based on negotiation and deal size.
  • Above 30% Discount Requires prior written approval from the Reporting Manager (via email or WhatsApp).
  • Ensure documentation of discount approvals is saved with the client record in the Sales Sheet.
6.3. Special Packages or Custom Offers:
  • Any bundling, barter, or out-of-rate-card offering must be discussed with and approved by the Reporting Manager.
  • These must be clearly documented in the proposal sent to the client.
6.4. Communication with Finance:
  • Final approved value (post-discount) must be clearly mentioned in the email to Finance during invoicing.
  • Attach approval trail if discount exceeds 30%.
7.1. Internal Closure Documentation:
  • Upon finalizing a deal, the salesperson must:
  • Update the Sales Sheet status to Closed-Won
  • Record the final deal value, closure date, and client contact details
7.2 . Notify Finance Team:
  • Send an email to the finance Team (or internal contact) keeping your reporting manager and Finance Head in CC.
  • Subject: Invoice Request – [Client Name] – [Amount]
  • Include:
  • PO or Approval Screenshot
  • Billing Details (Client GST, address, contact)
  • Payment Terms
  • Finance Point of Contact of clients for follow up on pending Invoices
7.3. Closure Google Form Submission:
  • The salesperson must fill out the Closure Form immediately after deal confirmation.
  • Fields to include:
  • Client/Company Name
  • Deal Value
  • List of Deliverables
  • Value-Adds (if any)
  • Special Notes / Client Preferences
  • This submission triggers the handover to the Client Servicing Team
7.4. Central Deliverables Sheet:
  • After receiving the form, the Client Servicing Team is responsible for:
  • Updating the Central Deliverables Sheet
  • Ensuring accurate and complete inputs on:
  • Deliverables
  • Timelines
  • Point of Contact
  • This sheet is centrally accessed by the Ops and Editorial Teams, who will refer to it for execution and verification.
7.5. Roles & Responsibilities:
  • Salesperson:
  • Clearly communicate the deliverables in the form and via mail (if needed)
  • Ensure the client servicing team is informed and looped in
  • Client Servicing Team:
  • Update the central deliverables sheet without delay
  • Ensure accuracy of details for smooth downstream execution
  • Operations & Editorial Teams:
  • Only refer to the central deliverables sheet to plan and execute tasks
  • Note: Any lapse in communication or documentation will be attributed to the respective responsible team (Sales or Client Servicing). Accuracy and clarity at this stage are critical for smooth client delivery.
8.1. Centralized Data Access:
  • The Sales Team must refer to the central data repository before initiating contact with any new lead or prospect.
  • This ensures no duplication or overlap in outreach.
8.2. Using Apollo for Contact Discovery:
  • Apollo.io is the authorized platform for prospecting and contact information.
  • Sales team members should verify if the contact exists in the central data sheet before looking them up on Apollo.
  • Any new data pulled from Apollo should be added to the Sales Sheet with proper tagging (e.g., “New via Apollo – [Date]”).
8.3. Apollo Training:
  • New sales team members or those unfamiliar with Apollo should reach out to their Reporting Manager to schedule a brief training session.
8.4. Data Integrity & Responsibility:
  • All sales personnel are expected to use data ethically and responsibly.
  • Data must not be:
  • Shared externally
  • Used for personal gain
  • Stored outside the company’s approved systems
  • Violations of data integrity will be subject to disciplinary action.
9.1. Weekly Follow-up with Ops Team:
  • Ensure timely execution.
  • The salesperson remains in loop until the first deliverable is delivered.
10.1. Follow-Up with Client Post-Delivery:
  • Get feedback after deliverables go live.
  • Capture testimonials or quotes if the client is happy.
10.2. Upsell or Renew:
  • Based on performance, pitch next steps or new opportunities.
  • Update pipeline again for future engagement.
  • Srikanth Rayaprolu (10 July 2025)
  • Srikanth Rayaprolu (10 July 2025)
  • Neha Mehta (10 July 2025)
  • Neha Mehta (10 July 2025)
Add Your Heading Text Here (10 July 2025)

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