From 1262a6313e5314d2a5119774b24f06c8ca339505 Mon Sep 17 00:00:00 2001
From: Michael Davis <MichaelBDavis@users.noreply.github.com>
Date: Sun, 25 Jan 2026 18:41:46 -0800
Subject: [PATCH] Create v2/org/sales-department/index.md

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+# Sales Department
+
+## Purpose
+
+The Sales Department at FlowFuse is responsible for leading customer-facing commercial engagements from initial qualification through contract execution.  
+Sales owns opportunity progression, commercial outcomes, and deal accountability, while working in close collaboration with other functions across the Commercial Organization.
+
+Sales at FlowFuse is not a transactional function. It operates as the primary orchestrator of complex, multi-stakeholder buying processes and is accountable for guiding customers toward informed, high-confidence decisions.
+
+---
+
+## Scope and Responsibilities
+
+The Sales Department owns:
+
+- Opportunity qualification and prioritization
+- Deal progression through defined sales stages
+- Commercial positioning and value articulation
+- Pricing, proposals, and contract negotiation
+- Forecast accuracy and pipeline discipline
+- Commercial close and handoff readiness
+
+Sales is accountable for **commercial outcomes**, even when execution involves Solution Engineering, Customer Success, Professional Services, or Sales Partnerships.
+
+---
+
+## Sales-Owned Processes
+
+The Sales Department owns the following customer-facing sales processes. These processes define *how* Sales engages customers in different buying contexts.
+
+- **Edge Connectivity Sales Process**  
+  Used when customers are evaluating how to standardize or modernize edge connectivity across systems or sites.  
+  → [View process](../../processes/index.md)
+
+- **Node-RED Scale Sales Process**  
+  Used when customers are already using Node-RED and need governance, security, and scale.  
+  → _Coming soon_
+
+Each process defines meeting goals, exit criteria, and collaboration points with other functions.
+
+---
+
+## Collaboration Model
+
+Sales operates in close partnership with other functions in the Commercial Organization:
+
+- **Solution Engineering**  
+  Supports technical discovery, demos, and proof-of-concept delivery.
+
+- **Customer Success**  
+  Provides input on adoption risks, renewal considerations, and expansion opportunities.
+
+- **Professional Services**  
+  Supports scoped delivery planning, enablement, and services-led engagements.
+
+- **Sales Partnerships**  
+  Supports partner-led and co-sell opportunities.
+
+While collaboration is essential, **Sales remains accountable** for opportunity progression and commercial decision-making.
+
+---
+
+## Metrics and Accountability
+
+Sales performance is measured by:
+
+- Qualified pipeline coverage
+- Forecast accuracy by stage
+- Win rate and sales cycle duration
+- Average contract value and deal quality
+- Progression and conversion between stages
+
+These metrics reinforce disciplined execution and predictable outcomes.
+
+---
+
+## Tools and Systems
+
+Sales primarily uses the following systems to execute its responsibilities:
+
+- CRM for opportunity management and forecasting
+- Proposal and quoting tools for pricing and contracts
+- Scheduling and communication tools for customer engagement
+- Documentation systems for value narratives and deal context
+
+Detailed guidance on tools and systems is documented separately.
+
+---
+
+## How This Page Is Used
+
+This page defines **what Sales owns**.  
+Detailed guidance on *how* Sales executes is documented in:
+
+- Sales process pages
+- Playbooks and enablement materials
+- Systems and tools documentation
+
+This separation is intentional to keep ownership clear and execution flexible.