---
id: "SAAS-018"
title: "Sales Foundation"
type: "Module"
status: "Specified"
priority: "P2"
module: "sales"
version: "1.0.0"
created_date: "2026-01-24"
updated_date: "2026-01-24"
estimated_sp: 21
---

# SAAS-018: Sales Foundation

## Metadata
- **Codigo:** SAAS-018
- **Modulo:** Sales
- **Prioridad:** P2
- **Estado:** Especificado
- **Fase:** 6 - Advanced Features
- **Story Points:** 21

## Descripcion

Modulo base de ventas para plataformas SaaS. Proporciona gestion de leads, oportunidades, pipeline de ventas, y seguimiento de actividades comerciales. Diseñado para ser extendido por verticales ERP.

## Objetivos

1. Gestionar leads y contactos comerciales
2. Pipeline de oportunidades con etapas configurables
3. Seguimiento de actividades (llamadas, emails, reuniones)
4. Reportes de ventas y conversion
5. Integracion con billing para cerrar ventas

## Alcance

### Incluido
- CRUD de leads con scoring automatico
- Pipeline de oportunidades (kanban)
- Etapas configurables por tenant
- Actividades y seguimiento
- Conversion lead -> cliente
- Dashboard de ventas
- Reportes basicos (conversion, tiempo ciclo)
- Integracion con notifications

### Excluido
- CRM completo (erp-core)
- Cotizaciones/Propuestas (erp-core)
- Productos y catalogo (portfolio module)
- Facturacion (billing module existente)

## Modelo de Datos

### Schema: sales

```sql
-- Leads
CREATE TABLE sales.leads (
    id UUID PRIMARY KEY DEFAULT gen_random_uuid(),
    tenant_id UUID NOT NULL REFERENCES tenants.tenants(id),

    -- Contacto
    first_name VARCHAR(100) NOT NULL,
    last_name VARCHAR(100),
    email VARCHAR(255) NOT NULL,
    phone VARCHAR(50),
    company VARCHAR(200),
    job_title VARCHAR(100),

    -- Origen y scoring
    source sales.lead_source NOT NULL DEFAULT 'manual',
    score INTEGER DEFAULT 0,
    status sales.lead_status NOT NULL DEFAULT 'new',

    -- Asignacion
    assigned_to UUID REFERENCES users.users(id),

    -- Metadata
    tags JSONB DEFAULT '[]',
    custom_fields JSONB DEFAULT '{}',
    notes TEXT,

    -- Conversion
    converted_at TIMESTAMPTZ,
    converted_to_opportunity_id UUID,

    -- Audit
    created_at TIMESTAMPTZ DEFAULT NOW(),
    updated_at TIMESTAMPTZ DEFAULT NOW(),
    created_by UUID REFERENCES users.users(id)
);

-- Oportunidades
CREATE TABLE sales.opportunities (
    id UUID PRIMARY KEY DEFAULT gen_random_uuid(),
    tenant_id UUID NOT NULL REFERENCES tenants.tenants(id),

    -- Info basica
    name VARCHAR(200) NOT NULL,
    description TEXT,

    -- Pipeline
    stage_id UUID NOT NULL REFERENCES sales.pipeline_stages(id),
    probability INTEGER DEFAULT 0 CHECK (probability >= 0 AND probability <= 100),

    -- Valores
    amount DECIMAL(15,2) DEFAULT 0,
    currency VARCHAR(3) DEFAULT 'USD',
    expected_close_date DATE,

    -- Relaciones
    lead_id UUID REFERENCES sales.leads(id),
    contact_email VARCHAR(255),
    company VARCHAR(200),

    -- Asignacion
    assigned_to UUID REFERENCES users.users(id),

    -- Estado
    status sales.opportunity_status NOT NULL DEFAULT 'open',
    won_at TIMESTAMPTZ,
    lost_at TIMESTAMPTZ,
    lost_reason VARCHAR(500),

    -- Metadata
    tags JSONB DEFAULT '[]',
    custom_fields JSONB DEFAULT '{}',

    -- Audit
    created_at TIMESTAMPTZ DEFAULT NOW(),
    updated_at TIMESTAMPTZ DEFAULT NOW()
);

-- Etapas del pipeline
CREATE TABLE sales.pipeline_stages (
    id UUID PRIMARY KEY DEFAULT gen_random_uuid(),
    tenant_id UUID NOT NULL REFERENCES tenants.tenants(id),

    name VARCHAR(100) NOT NULL,
    description TEXT,
    position INTEGER NOT NULL DEFAULT 0,
    probability INTEGER DEFAULT 0,
    color VARCHAR(7) DEFAULT '#3B82F6',

    is_won BOOLEAN DEFAULT false,
    is_lost BOOLEAN DEFAULT false,
    is_active BOOLEAN DEFAULT true,

    created_at TIMESTAMPTZ DEFAULT NOW()
);

-- Actividades
CREATE TABLE sales.activities (
    id UUID PRIMARY KEY DEFAULT gen_random_uuid(),
    tenant_id UUID NOT NULL REFERENCES tenants.tenants(id),

    -- Tipo y descripcion
    type sales.activity_type NOT NULL,
    subject VARCHAR(200) NOT NULL,
    description TEXT,

    -- Relacion polimorfica
    related_type VARCHAR(50) NOT NULL, -- 'lead' | 'opportunity'
    related_id UUID NOT NULL,

    -- Programacion
    due_date TIMESTAMPTZ,
    completed_at TIMESTAMPTZ,

    -- Asignacion
    assigned_to UUID REFERENCES users.users(id),

    -- Metadata
    outcome TEXT,
    duration_minutes INTEGER,

    created_at TIMESTAMPTZ DEFAULT NOW(),
    created_by UUID REFERENCES users.users(id)
);

-- Enums
CREATE TYPE sales.lead_source AS ENUM (
    'manual', 'website', 'referral', 'campaign',
    'social', 'trade_show', 'cold_call', 'other'
);

CREATE TYPE sales.lead_status AS ENUM (
    'new', 'contacted', 'qualified', 'unqualified', 'converted'
);

CREATE TYPE sales.opportunity_status AS ENUM (
    'open', 'won', 'lost'
);

CREATE TYPE sales.activity_type AS ENUM (
    'call', 'email', 'meeting', 'task', 'note', 'demo'
);
```

### RLS Policies

```sql
ALTER TABLE sales.leads ENABLE ROW LEVEL SECURITY;
ALTER TABLE sales.opportunities ENABLE ROW LEVEL SECURITY;
ALTER TABLE sales.pipeline_stages ENABLE ROW LEVEL SECURITY;
ALTER TABLE sales.activities ENABLE ROW LEVEL SECURITY;

CREATE POLICY tenant_isolation ON sales.leads
    USING (tenant_id = current_setting('app.current_tenant_id')::UUID);
-- (Similar for other tables)
```

## Endpoints API

### Leads
| Metodo | Endpoint | Descripcion |
|--------|----------|-------------|
| GET | /sales/leads | Listar leads con filtros |
| POST | /sales/leads | Crear lead |
| GET | /sales/leads/:id | Obtener lead |
| PATCH | /sales/leads/:id | Actualizar lead |
| DELETE | /sales/leads/:id | Eliminar lead |
| POST | /sales/leads/:id/convert | Convertir a oportunidad |
| POST | /sales/leads/import | Importar leads (CSV) |

### Opportunities
| Metodo | Endpoint | Descripcion |
|--------|----------|-------------|
| GET | /sales/opportunities | Listar oportunidades |
| POST | /sales/opportunities | Crear oportunidad |
| GET | /sales/opportunities/:id | Obtener oportunidad |
| PATCH | /sales/opportunities/:id | Actualizar oportunidad |
| DELETE | /sales/opportunities/:id | Eliminar oportunidad |
| PATCH | /sales/opportunities/:id/stage | Mover de etapa |
| POST | /sales/opportunities/:id/won | Marcar como ganada |
| POST | /sales/opportunities/:id/lost | Marcar como perdida |

### Pipeline
| Metodo | Endpoint | Descripcion |
|--------|----------|-------------|
| GET | /sales/pipeline/stages | Listar etapas |
| POST | /sales/pipeline/stages | Crear etapa |
| PATCH | /sales/pipeline/stages/:id | Actualizar etapa |
| DELETE | /sales/pipeline/stages/:id | Eliminar etapa |
| POST | /sales/pipeline/stages/reorder | Reordenar etapas |

### Activities
| Metodo | Endpoint | Descripcion |
|--------|----------|-------------|
| GET | /sales/activities | Listar actividades |
| POST | /sales/activities | Crear actividad |
| PATCH | /sales/activities/:id | Actualizar actividad |
| DELETE | /sales/activities/:id | Eliminar actividad |
| POST | /sales/activities/:id/complete | Marcar completada |

### Reports
| Metodo | Endpoint | Descripcion |
|--------|----------|-------------|
| GET | /sales/reports/pipeline | Reporte pipeline |
| GET | /sales/reports/conversion | Tasa de conversion |
| GET | /sales/reports/forecast | Forecast de ventas |

## Frontend

### Paginas
- `/sales` - Dashboard de ventas
- `/sales/leads` - Lista de leads
- `/sales/leads/:id` - Detalle de lead
- `/sales/opportunities` - Pipeline kanban
- `/sales/opportunities/:id` - Detalle de oportunidad
- `/sales/activities` - Calendario/lista de actividades
- `/sales/reports` - Reportes

### Componentes
- `LeadsList` - Tabla de leads con filtros
- `LeadForm` - Formulario crear/editar lead
- `LeadDetail` - Vista detalle con timeline
- `OpportunityKanban` - Pipeline drag & drop
- `OpportunityCard` - Tarjeta en kanban
- `OpportunityDetail` - Vista detalle con actividades
- `ActivityTimeline` - Timeline de actividades
- `ActivityForm` - Formulario de actividad
- `SalesDashboard` - Metricas y graficos
- `ConversionFunnel` - Visualizacion embudo

### Hooks
- `useLeads` - CRUD leads
- `useOpportunities` - CRUD oportunidades
- `usePipeline` - Gestion pipeline
- `useActivities` - CRUD actividades
- `useSalesReports` - Reportes

## Dependencias

### Modulos Requeridos
- SAAS-001 Auth (autenticacion)
- SAAS-002 Tenants (multi-tenancy)
- SAAS-003 Users (usuarios y asignacion)
- SAAS-007 Notifications (alertas de actividades)

### Modulos Opcionales
- SAAS-019 Portfolio (productos en oportunidades)
- SAAS-020 Commissions (comisiones por venta)

## Criterios de Aceptacion

1. [ ] CRUD completo de leads con validaciones
2. [ ] Pipeline kanban con drag & drop
3. [ ] Conversion lead -> oportunidad funcional
4. [ ] Sistema de actividades con recordatorios
5. [ ] Dashboard con metricas clave
6. [ ] Reportes de conversion y forecast
7. [ ] Tests unitarios (>70% coverage)
8. [ ] Documentacion API (Swagger)

## Estimacion

| Componente | SP |
|------------|-----|
| DDL + Entities | 3 |
| Backend Services | 5 |
| Controllers + DTOs | 3 |
| Frontend Pages | 5 |
| Frontend Components | 3 |
| Tests | 2 |
| **Total** | **21** |

---

**Ultima actualizacion:** 2026-01-24
**Autor:** Claude Opus 4.5