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- CRM
- Who it's for
- Field sales teams
Field sales teams
Field sales teams work through customer relationships that outlast an individual opportunity. Several people may influence a purchase, while account ownership, territory coverage and commercial terms change over time. CRM specifies a connected account and deal history so teams can follow the customer conversation through the next decision and into renewal.
How CRM is set up for you
Keep the account context available
Bring contacts, activities, open opportunities, agreements and relevant service cases into the account view. Access follows the assigned account and team. A new owner can understand the customer’s commitments without gaining access to another rep’s private commission history.
Make territory changes deliberate
Apply the agreed precedence between named accounts, geographic coverage and other routing criteria. Realignment identifies the open work that moves and preserves earlier ownership and credit attribution. A change to today’s territory must not restate a submitted forecast or an approved earning.
Review the offer that will be sent
Resolve the product configuration, price-book basis and line-level discounts before release. Technical exceptions go to CPQ Admin; commercial terms follow the appropriate Sales Manager authority. Customer acceptance binds the reviewed document version and all required signatures, so a later edit cannot reuse an earlier approval.
Forecast from an identified position
Keep expected close dates separate from actual outcomes. Preserve the submitted opportunity population and currency basis, including the manager’s adjustments. Group reporting must distinguish rep submissions from the manager’s rollup rather than count both as additional pipeline.
Follow the relationship after the win
Carry accepted scope into orders and eligible billing, then retain the next contract term and renewal decision. Commission credit follows the applicable plan, period and earner allocation. An opportunity marked won is not by itself evidence that an invoice, payout or renewed agreement has been completed.
Features to start with
Accounts & relationships
Keep the people, conversations and commitments behind each customer relationship connected and properly scoped.
Products & quotes
Build an offer with the right products, a defensible price and clear technical and commercial approvals.
Commissions & sales operations
Apply approved quotas and earning rules, explain each commission and separate statement review from actual payout.
Roles on the team
- Sales Rep
- Owns assigned leads, customer relationships, pipeline, quotes, follow-up and renewal work.
- Sales Manager
- Owns commercial authority, team forecasts, approved commission basis and contract decisions.
- Sales Ops
- Prepares territories, quotas, commissions, data quality and accepted-order operations.
- CPQ Admin
- Prepares product, pricing and technical configuration rules and independently reviews technical exceptions.
- AR Clerk
- Owns operational receivables, accounting reconciliation and independent authorised financial payout requests.
- Viewer
- Reads enterprise sales performance and customer context within configured entity and protected-field boundaries.
Set up CRM your way.
Start free, then use Proto to change fields, steps and approvals before your team goes live.