Keep proposal authorization and final customer closure tied to independently reviewed evidence and an exact revision.
Relationship Owner gathers the proposal evidence and next customer activity for the current Qualified opportunity. Identify the intended scope clearly before asking Sales Manager to decide. The supporting files and conversation should refer to the same customer request.
Sales Manager independently approves eligible scope against its frozen revision. The guarded action retains a decision and operation result before advancing the opportunity to Proposal. A changed revision needs a fresh review rather than a reused decision.
Relationship Owner records the customer discussion when negotiation really starts. Keep an opportunity in Proposal until that event occurs. The next activity should explain what the customer is considering and which response the owner owes them.
Relationship Owner gathers verified acceptance or loss evidence for the current scope. Preserve the expected value and earlier activities when preparing closure. Customer delivery or service execution follows its own agreed handoff.
Sales Manager independently verifies the eligible revision and authorizes Won with its date or Lost with its reason. Check the saved outcome and decision history before treating the opportunity as closed.
And how to keep it from happening.
Start free, then use Proto to change fields, steps and approvals before your team goes live.