Activities
Every call, meeting, email, demo, task and note, logged against the account and the deal, synced from mail and calendar, and rolled up into the fields managers sort on.
Youdue todayPlanned
- ACT-11916 · Planned act-312ACC-9621815 SepPlanned
- ACT-28888 · Planned act-925ACC-8241809 SepPlanned
- ACT-28316 · Planned act-505ACC-6504115 SepPlanned
- ACT-27563 · Planned act-132ACC-5690214 SepPlanned
- ACT-47853 · Planned act-353ACC-4059508 SepPlanned
The activity record
| Field group | What it holds |
|---|---|
| What | Type (call, meeting, email, demo, task, note), subject, direction (inbound or outbound) |
| Who | The account it belongs to, and the contact, opportunity or lead it concerns |
| When | Due date for tasks; start and end time for calls, meetings and demos |
| Owner | The user who did it or will do it |
| Result | Status (planned, completed, cancelled, no-show), outcome, notes, completed date |
Account is required on every activity except one on a lead that has not yet converted. A lead is a company that is not yet an account, and the sales development rep logs the first call against the lead alone rather than inventing an account for it. Where the lead matched an existing account, the account is filled from the match; otherwise it is filled at conversion, when the lead’s activities are moved onto the account and contact it became. That rule is what makes the account page a complete history and the last-activity rollup trustworthy. Contact, opportunity and lead are set where they apply, so a meeting with the champion about the expansion deal is found from the contact, from the deal and from the account.
YouStartTime >= todaynext 7 daysPlannedTypeCallMeetingDemo
- ACC-82114: CNT-1912, 19 Sep · 12:00 to 19 Sep · 12:30, Planned
- ACC-90430: CNT-9314, 19 Sep · 14:30 to 19 Sep · 15:00, Planned
- ACC-80773: CNT-6207, 22 Sep · 10:30 to 22 Sep · 11:30, Planned
- ACC-50012: CNT-6979, 24 Sep · 10:30 to 24 Sep · 12:00, Planned
- ACC-27991: CNT-1778, 21 Sep · 14:30 to 21 Sep · 15:30, Planned
- ACC-42694: CNT-2453, 20 Sep · 15:00 to 20 Sep · 16:00, Planned
Types and outcomes
Outcome is a select because the reports count it. A call is connected, left message or no answer; a meeting is held, or its status records a no-show or a cancellation; next step agreed is its own outcome because it is the one that matters. Notes are free text for what was said. A rep who logs “call, connected, next step agreed, demo booked for the 14th” in four fields and one line has given the manager everything a pipeline review needs.
Approval conditions
A rejected lead returns to Sales Development Rep (Status: Qualified → Recycled) with AcceptanceNotes.
Account Executive acceptance moves the lead Status: Qualified → Accepted.
Qualified
- LDS-59716 ACC-14338 4 d
- LDS-97753 ACC-38672 9 d
- LDS-57002 ACC-54860 13 d
- LDS-33512 ACC-59938 11 d
- LDS-38777 ACC-61190 2 d
LDS-59716
- CompanyName
- Company 970
- ContactName
- Contact 442
- Need
- NDD-695
- Budget
- Confirmed
- Timing
- ThisQuarter
Approval conditions.
Planning
Tasks are activities with a due date and no time. The rep creates them, and a next step on a deal creates one when the rep sets the date. Automation creates one when a next step date passes, when a renewal opportunity opens, or when a contract’s renewal risk is set to high. The rep’s day starts in My Activities Today, and the manager can see whose planned activities are being completed and whose are being pushed.
Approval conditions
Deal Desk approves the booking (Status: PendingClose → Won), which moves the deal to the ClosedWon stage, writes the StageHistory row and stamps ValidatedBy and ValidatedDate.
PendingClose
- OPP-68261 ACC-87580 8 d
- OPP-26755 ACC-82366 4 d
- OPP-10704 ACC-78824 11 d
- OPP-37680 ACC-39847 in 11 d
- OPP-87781 ACC-79573 in 2 d
OPP-68261
- OpportunityName
- Opportunity 705
- Account
- ACC-87580
- Owner
- HC
- Amount
- 660
- AnnualValue
- 920
Booking waits for the deal desk.
Email and calendar sync
Mail is the record most reps already keep, so the system reads it. A connected mailbox matches messages to contacts by address and logs them as email activities on the contact and the account, with the message id kept so the same email is never logged twice. Calendar events with a known contact as an attendee become meetings with start and end time. The rep confirms which deal a synced item belongs to when the system cannot tell, and can mark a thread private so it is not logged.
A confirmed hard bounce can flag the contact as Bounced. A reply suggesting a departure creates a review for the responsible user before Status changes to LeftCompany. An out-of-office response alone does not establish departure.
YouActive
| First Name | Last Name | Account | Job Title | Department |
|---|---|---|---|---|
| First 636 | Last 891 | ACC-41042 | Active cnt-643 | Executive |
| First 174 | Last 323 | ACC-63075 | Active cnt-165 | Finance |
| First 546 | Last 541 | ACC-36547 | Active cnt-741 | Operations |
| First 232 | Last 868 | ACC-71958 | Active cnt-403 | IT |
| First 859 | Last 501 | ACC-78091 | Active cnt-878 | Procurement |
| First 383 | Last 626 | ACC-40029 | Active cnt-617 | Sales |
Rollups
Completed activities write the last activity date on the account, the contact and the opportunity. Those fields are why Strategic and Key Accounts can be sorted by when anyone last spoke to the customer, and why Activity Summary can list open deals with no touch in thirty days without scanning the log. The same date sits on Stale Deals and Team Pipeline beside the next step, so the manager sees the stale deal and the silent one in the same list. Touch counts per rep per week feed the summary, alongside meetings held and demos given.
YouStatusOpenPendingClose
Modules
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Accounts
The company record everything else hangs off: hierarchy, sites, ownership by territory, the account team and the yearly plan for the accounts that matter most.
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Contacts
The people at each account: who they are, who they report to, the part they play in a purchase, and whether you may contact them.
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Pipeline
Leads in, opportunities through the stages, a next step with a date on every deal, and a history that shows how each one really moved.
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Quotes
Priced proposals built from a price book, versioned as the deal moves, and approved by the right person whenever a rep goes past their authority.
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Activities
Every call, meeting, email, demo, task and note, logged against the account and the deal, synced from mail and calendar, and rolled up into the fields managers sort on.
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Renewals
The contract a won deal becomes, the notice deadline and lead time on it, the renewal opportunity the system opens in time, and the expansion sold on top.
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Forecast
Forecast categories on every deal, a quota per rep per period, a weekly submission with commit and best case, and a manager review that is kept alongside it.
Reports
All reportsActivity Summary
Calls, meetings, emails and demos per rep per week, and the accounts and open deals with no touch in the last thirty days.
Roles and permissions
Works inbound and outbound leads to qualification and hands them to an account executive.
Owns the accounts, contacts, opportunities and quotes in their territory and submits the weekly forecast.
Runs a team of reps: approves negotiation and discounts within manager authority, approves the team's realignment moves, reviews forecasts and sets quotas.
Guards price, terms and bookings: approves quotes below floor price or outside standard terms, validates closed-won deals against the accepted quote, and maintains the price books and thresholds.
Owns customers after the win: contracts, renewal risk, renewal and expansion deals.
Owns territories, stages, quotas, sources, campaigns, rates and data hygiene, without a book of business.
Reads the forecast, the pipeline and the renewal book without editing any of it.
Related processes
Lead to deal
From a lead arriving to a signed contract handed to customer success: routing, qualification, acceptance, proposal, negotiation, the bookings check and the handover, with the gates where a person decides.
6 stages · 3 approvals
Quote approval
How a priced proposal gets from a rep's draft to the customer's inbox: the rules that decide who must approve, the steps in sequence, and what happens on rejection, revision and expiry.
6 stages · 1 approval
Forecast cycle
The weekly rhythm: reps categorise every open deal and submit, managers review and adjust on the record, and the period locks so the forecast can be checked against what closed.
6 stages · 2 approvals