Select an eligible counterparty, review qualification and prepare a proposal with a clear next activity.
Relationship Owner chooses the active counterparty within the correct organization and creates a New opportunity. Record the expected USD value, close date and assigned owner before preparing the qualification discussion.
Relationship Owner records the relevant activity outcome and supporting material. The account's eligibility note, owner and applicable call-consent evidence should be available for the reviewer.
Sales Manager reviews the current opportunity version. An accepted qualification moves the opportunity to Qualified. If the fit is not established, retain New and explain the remaining issue in the decision or activity evidence.
Relationship Owner prepares the proposal scope and next activity, then Sales Manager reviews the submitted version. Approval supports the move to Proposal with the outcome retained in activity history.
Relationship Owner records Negotiation when negotiation actually begins. Maintain the expected close date and probability for the operating review rather than treating a sent proposal as a customer acceptance.
And how to keep it from happening.
Start free, then use Proto to change fields, steps and approvals before your team goes live.