Pipeline by Stage
Open amount and deal count at each stage, weighted and unweighted, by owner and territory in the reporting currency, with the movement since last week and the deals whose close date slipped between the two weekly snapshots.
Territory realignment
Changing who owns which accounts without losing deals in flight: modelling the new rules, approving the moves, applying them in bulk, handing over open deals, and checking nothing was orphaned.
6 stages · 2 approvals
Roles and responsibilities
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Step 1Propose
Realignment NumberEffective DateProposed ByCreated Date
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Step 2Model
Lead NumberCompany NameContact NameNeed
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Step 3Approve
Realignment NumberEffective DateProposed ByCreated Date
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Step 4Apply
Lead NumberCompany NameContact NameNeed
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Step 5Hand over
SubjectTypeAccountContactMeeting
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Step 6Verify
Lead NumberCompany NameContact NameNeed
Process steps
Follow the process from start to finish. Select a step to see who acts and what changes.
Propose
Sales operations creates a realignment with an effective date and drafts the new territory rules under it: new territories, changed rules over countries, states, postcodes, industries, employee-count bands and named-account lists, changed owners. The draft rules start on the effective date, so they sit beside the live rules without touching assignment.
Model
The draft rules are run over the live accounts and leads without changing anything. The output is a move per account: its current territory and owner, its proposed territory and owner, and the open pipeline and contract value that would move with it. Territory Coverage shows the totals per territory before and after, beside each rep's quota.
Approval required
Approve
Sales managers review the moves for their teams and mark the exceptions they want: an account that should stay with its rep because a deal is closing, or a named account that should move now. When every affected manager has approved their team's moves, the realignment is approved as a whole, with the exceptions listed on it.
Apply
On the effective date the new rules take effect and approved account moves apply. Each account retains its previous territory, previous owner and realignment reference. Leads in the affected territories are re-routed. Open opportunities retain their current owner until a separate handover is confirmed; an account move does not authorise that change.
Approval required
Hand over
For each open opportunity that changes owner, the outgoing and incoming reps hold a handover. It is logged as an activity on the deal with the state of the buying committee and the next step. The manager confirms the handover before the deal's owner changes. Contracts follow the account; renewal deals move with the contract owner as the manager decides.
Verify
Territory Coverage is run against the new structure: accounts with no owner, territories with no rep, leads that matched no rule. Each is fixed or explicitly parked. Quotas are republished where the book changed.
Approvals and exception handling
2 approvals required in this process
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Approve
Sales Manager signs · apply waits
RealignmentMoves, Realignments -
Hand over
Sales Manager signs · verify waits
Opportunities, Contracts, Activities, AccountTeamMembers - Live and draft rules differ only by effective dateAnd a draft rule cannot affect assignment until its date arrives and its realignment is approved.
- Every moved account keeps its previous ownerThe realignment reference, so a rep's history on an account survives the move and the attainment report can attribute deals closed shortly after.
- Deal owner changes require the manager's confirmationA handover activity; a bulk move never changes an open deal's owner on its own.
- Named-account rules run at the highest priorityA strategic account cannot fall to a regional rule by accident.
When the process needs attention
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exception
The orphaned account
Territory Coverage lists accounts with no owner and leads that matched no rule the morning after the change.
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exception
The deal that changed hands mid-close
It cannot, without a handover the manager confirmed.
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exception
The quota that no longer matches the book
The model shows pipeline and contract value per territory before and after, beside the quota, before anyone approves.
Records and postings
| Stage | Records | Effect |
|---|---|---|
| 1 Propose | RealignmentsTerritoryRulesTerritories | none |
| 2 Model | RealignmentMovesAccountsLeads | move list produced |
| 3 Approve | RealignmentMovesRealignments | approvals and exceptions recorded |
| 4 Apply | AccountsLeadsTerritoryRules | previous owner kept on each account |
| 5 Hand over | OpportunitiesContractsActivitiesAccountTeamMembers | confirmed handover logged before deal or contract ownership changes |
| 6 Verify | AccountsLeadsTerritoriesRealignmentMovesQuotas | coverage checked and quota changes reviewed |
Process reports
All reportsPipeline Created
New opportunities and amount added per week by owner, source, campaign, partner and type.
Renewal Book
Contracts by notice deadline month with owner, annual value, renewal risk and the status of the renewal opportunity, and the value not renewed with its churn reason.
Territory Coverage
Accounts, contacts, open pipeline and closed revenue by territory and sub-territory, with unowned accounts flagged, and the before and after of a modelled realignment.
Win and Loss Analysis
Deals won and lost in a period by loss reason, competitor, source, campaign, deal size band and industry, including lost renewals by churn reason.
Sales Velocity
Days spent in each stage and total cycle length by deal size band and type, from stage history.
Lead Conversion Funnel
Leads by source, channel and campaign through working, qualified, accepted and converted, with time to first touch and time to convert.
Run by an agent
Agent support
The configured workflows must keep lead acceptance with Account Executive, negotiation approval with Sales Manager and bookings validation with Deal Desk. An agent can prepare evidence and drafts for those decisions. Forecast review, quote approval and realignment approval also remain human actions. Rehearsal must verify refusal of unauthorised actions and attribution of every permitted write before the agent is enabled.
# Example after configuration
$ curl -fsSL https://www.erp.ai/skill.md | paste into your agent
› territory realignment · propose on Realignments, TerritoryRules, Territories
✓ Sales operations creates a realignment with an effective date and drafts the new territory rules under it: new territories, changed rules over countries, states, postcodes, industries, employee-count bands and named-account lists, changed owners.
› territory realignment · model on RealignmentMoves, Accounts, Leads
✓ The draft rules are run over the live accounts and leads without changing anything.
› territory realignment · approve on RealignmentMoves, Realignments
⏸ approval · waiting for the sales manager
# 3 more stages after approval: apply, hand over, verify
Other processes
4 moreLead 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
Renewal
From a contract's notice deadline to the next contract signed: the opportunity the system opens, the risk call, the renewal quote and approval, and what happens when the customer says no.
6 stages · 2 approvals