Applying capital sales logic to service sales? That’s the first mistake.
In many engineering and manufacturing SMEs, capital sales have defined processes, milestones, CRM stages, and forecasts. But aftermarket sales - spare parts, maintenance, service upgrades – are often managed ad hoc. Offers are sent, tracked in Excel or Outlook, and forgotten if the client doesn’t respond. Teams follow up reactively. Leadership has no clear picture. And customers feel the lack of attention. This isn’t just a missed sales opportunity. It’s a missed chance to build trust and a lot of untapped potential.
Capital sales ≠ Aftermarket sales
In capital sales, long cycles and high complexity justify structured CRM processes. But service sales are faster, more frequent, and margin-critical. Of course, they also need structure, but just not the same one. What’s often missing is a sales funnel logic specifically designed for how aftermarket business actually works.
The good news: You don’t need a system to build structure
At scope & solve, we help teams implement clear funnel logic – with or even without CRM integration. A very simple model works like this:
- Inquiry received
- Offer sent
- Decision received (won, lost, no response)
This logic can be tracked, for example, in Excel, SharePoint, or in a CRM-System. It brings clarity to ownership, follow-up, and sales rhythm. Suddenly, customer service, inside sales, and sales managers speak the same language.
Why this matters for international SMEs
Service sales are often the first area where market shifts become visible. A drop in quote requests or conversions? A delay in customer decisions? These are early signals – but only if they’re visible.
A structured aftermarket sales funnel enables:
- Easier and more efficient aftermarket sales controlling for the management
- Clear offer tracking
- Realistic sales forecasting
- Faster sales process decisions
- Better CRM data quality
- Cross-regional visibility across markets
It also supports proactivity - a core challenge for many service teams and a key factor to become more successful in the aftermarket.
No need for the perfect tool: Start with the right decision.
Most funnel structures fail not because the CRM is missing – but because the logic hasn’t been properly defined. Start simple. Review regularly. Let the team develop habits based on a simple funnel definition and your internal expertise – because habits are what drive real sales performance. The key rule to remember is: If your team can’t say at any point what’s active, what’s stuck, and what’s lost – you’re not selling. You’re hoping. A dedicated funnel turns hope into structure. And structure into proactivity and progress.
