Lead to deal

Step by step

1. Lead Sales Development Rep

   A lead arrives from a web form, an event, a partner or prospecting, with its source and campaign. A lead that matches an account with an owner goes to that owner; otherwise the territory rules set the territory and owner. The sales development rep works it, logs every touch as an activity on the lead, and records need, budget and timing.

   • territory and owner assigned
   • Updates Leads, Activities

2. Qualify Account Executive

   Account Executive accepts or rejects the qualified lead using the evidence prepared by Sales Development Rep, retaining accepted by, accepted date and acceptance notes. Acceptance matches or creates the account and contact and links the lead’s activities to them. An opportunity opens when Account Executive confirms the deal; rejection recycles the lead with the reason.

   • opportunity opened at first stage
   • Updates Leads, Accounts, Contacts, Activities, Opportunities
   ApprovalA person approves before the work moves on.

3. Proposal Account Executive

   The account executive builds the buying committee with a role and stance per person, logs discovery and demos, adds products, and moves the deal through the stages as the exit criteria are met. A quote is built from the account’s price book and submitted. Inside the rep’s authority it is approved on submit; outside it, the steps route up the reporting line or to the deal desk.

   • values set from the primary quote
   • Updates Opportunity contacts, Opportunity products, Stage history, Quotes, Quote lines, Quote approvals

4. Negotiate Sales Manager

   Sales Manager approves the negotiated position after any required quote approvals. Negotiation approved by, negotiation approved date and negotiation notes record the decision on Opportunities. Concessions create a new quote version and clear that sign-off, requiring another review. The deal owner cannot approve their own negotiation.

   • Sales Manager sign-off recorded for the current quote
   • Updates Opportunities, Quotes, Quote approvals
   ApprovalA person approves before the work moves on.

5. Bookings check Deal Desk

   Account Executive records accepted date and acceptance document on the current quote and submits the deal as pending close. Deal Desk checks the primary version, tax-exclusive opportunity value and signed acceptance evidence, confirms the close date, then records validated by and validated date before the deal becomes Won. Failed checks return the deal to its owner with a comment.

   • closed amount counted toward quota
   • Updates Opportunities, Quotes, Stage history
   ApprovalA person approves before the work moves on.

6. Handover Account Executive

   The accepted quote becomes a contract with start and end dates, the notice deadline and the renewal lead time. The account becomes a customer, a customer success manager joins the account team, and a handover activity records what was promised.

   • customer success assigned and handover recorded
   • Updates Contracts, Contract lines, Account team members, Accounts, Activities

Sales Development Rep

Works the lead.

Account Executive

Accepts qualification and prepares proposals.

Sales Manager

Signs negotiation and assigned discount or deal-size approvals.

Deal Desk

Owns price-policy exceptions and bookings validation.

Customer Success Manager

Takes the handover.