Activity and Evidence

A Relationship Owner needs more than a stage label to prepare the next customer conversation. Activities record calls, meetings, emails and tasks against the opportunity. Each activity can carry a due date, a completion date and an outcome. The outcome explains what happened and why the next step makes sense, so a Sales Manager can review the commercial decision without reconstructing the conversation.

Supporting files sit alongside those activities. An attachment carries a title, evidence type, uploader and upload date. Its visibility is Internal or Shared. That distinction helps the team separate working evidence from material intended for broader access. Agree the permitted audience during setup and review it before sharing a document.

• Conversation outcomes. Choose the activity type and write an outcome that a colleague can act on. A meeting entry should explain the customer’s decision or unresolved question. A record with an empty outcome cannot support the guarded activity action.
• Follow-up work. Use the due date to identify the next conversation or task. Record completion separately so the team can distinguish an old due item from unfinished work. The opportunity remains the reference point for finding related activities and assessing their context.
• Supporting files. Attach evidence to the correct opportunity and give it a useful title and evidence type. Check the uploader and upload date when reviewing competing versions. Use the visibility setting deliberately and retain the document that supports the decision being requested.

Agree what the team writes in an activity outcome. For a renewal conversation, that might be the customer’s concern about seat usage and the follow-up they accepted. For a sales meeting, it might be the proposal scope the contact asked to receive. Avoid notes that merely repeat the activity type or say that contact occurred.

Decide which evidence types your team uses and what belongs in an internal attachment. Establish who checks document visibility before any sharing. An email activity is a record of a conversation; connecting mailbox delivery or capture is a separate setup choice described in integrations. Start with the evidence your team can maintain consistently. Use an open opportunity for fresh renewal conversations after a sale closes, keeping the same customer account and preserving the closed sale history.

Use a meeting in which Cedar Analytics asks for a revised subscription scope. The Relationship Owner logs a Meeting activity with the customer’s request and the promised follow-up date. They attach the revised scope with a clear title and the intended visibility. The Sales Manager opens the opportunity, reads the outcome and checks the attachment before deciding whether the revision is ready for proposal review.

Then rehearse a poor handoff: an activity has a due date but no useful outcome, or a file belongs to a different opportunity. The owner should correct the evidence before requesting the commercial action. Finally, try adding an activity through the guarded action after the opportunity is Won or Lost. Closed opportunities must retain their history without accepting new activity through that action. These checks keep the conversation evidence aligned with the decision it supports.

• Due Relationship Activities — Activities due by today, with completion dates and outcomes visible during follow-up review.
• Internal Evidence — Internal supporting files organized by opportunity, evidence type and uploader.

Use activities in qualification and proposal review. Carry renewal discussion evidence into renewal review.