Opportunity pipeline

The Relationship Owner prepares an opportunity for a consumer account and records its expected close date, expected USD value and probability. New, Qualified, Proposal and Negotiation describe the open relationship. Won and Lost retain the eventual customer outcome so the Sales Manager can review how the conversation ended without losing the earlier expectation.

Stage changes depend on the work behind them. Qualification uses existing evidence, proposal submission includes its scope and next activity, and customer closure depends on verified acceptance or loss evidence. The Sales Manager independently reviews eligible revisions where a decision is required. The pipeline then provides a shared account of the relationship’s progress.

• Ownership and expectation. Give the opportunity a recognizable subject and record number, then assign the Relationship Owner within the correct organization. Enter an expected close date that reflects the next customer decision and an expected value the owner can explain.
• Evidence-led progress. Log the call, meeting, email or task that supports qualification. Prepare the proposal scope and next activity before review. Use Negotiation when negotiation has actually started, so the stage tells the manager something useful about the conversation.
• Reviewed outcome. Submit acceptance or loss evidence for an independent Sales Manager decision. A won relationship retains its won date; a lost relationship retains the reason. Keep the prior expected value and activity evidence available for later review.

Agree what qualifies a consumer opportunity and what evidence supports a proposal. Decide how owners estimate probability and expected value, especially when a consumer is considering alternatives. Consistent definitions make the forecast easier to interpret across people and organizations.

Choose the source of proposal and acceptance evidence. A document can be attached to the opportunity with an appropriate visibility scope, while the activity outcome explains what happened in the conversation. Keep billing and fulfilled sales amounts in their owning system and agree any connection separately. The pipeline’s expected value remains the sales team’s forecast.

The Rivera household asks about a home-comfort service. The Relationship Owner opens a New opportunity, records the expected close date and logs a call explaining the household’s requirements. Qualification advances the opportunity after the required evidence and current revision are checked.

The owner then prepares a proposal and next activity. The Sales Manager reviews that exact revision before it advances. Change the proposal during rehearsal and check that the reviewer must assess the current submission. When the household accepts, submit the acceptance evidence for the closing decision and verify the won date. Repeat with a loss case and retain the customer’s reason alongside the earlier expected value.

• Opportunity Board — Open relationships grouped by stage, with owner, expected value and probability visible for the pipeline conversation.
• Expected Close Follow-up — Open opportunities whose expected close date needs attention.
• Won Relationships — Accepted customer outcomes with their won date and retained expected value.

Rehearse qualification and proposal review, then customer outcome review when the relationship reaches a decision.