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- CRM
- Who it's for
- Inside sales teams
Inside sales teams
Inside sales teams depend on a clear intake queue and reliable follow-up. Leads arrive through campaigns, forms and enrichment services, often with incomplete or overlapping information. CRM specifies the source history, routing and customer context needed to work that flow without treating repeated events as new interest or losing a contact’s communication preferences.
How CRM is set up for you
Give each lead a traceable arrival
Retain the original source, capture time and provider identity. Repeated submissions or callbacks resolve to the existing intake where appropriate. Review possible duplicates before merging; similar names alone are not enough to establish the same person or business.
Route according to the agreed coverage
Resolve named-account ownership, territory rules, campaign assignment and the fallback queue in a defined order. Round-robin allocation uses eligible owners and a shared cursor so simultaneous arrivals do not all go to the same rep. Preserve the assignment history when coverage changes.
Qualify using visible evidence
Show the score and the signals behind it, including the applicable scoring policy and expiry. Repeated engagement events do not award points again. The Sales Rep records the qualification decision and links the resulting account, contact and opportunity; retrying conversion returns those same identities.
Respect the latest contact preference
Campaign membership and email preparation do not guarantee permission to send. Recheck the recipient and channel preference at delivery, including after a merge or lead conversion. Suppressed, failed and uncertain deliveries remain distinguishable from confirmed sends in activity reporting.
Keep performance measures useful
Compare lead cohorts using actual arrival, qualification and outcome dates. Count completed activities and confirmed sends, with a defined attribution basis for the opportunity they influenced. A queued message or a current stage label should not create a success that the underlying history cannot support.
Features to start with
Accounts & relationships
Keep the people, conversations and commitments behind each customer relationship connected and properly scoped.
Campaigns & outreach
Plan audiences, review outreach and connect evidenced campaign responses to qualified opportunities.
Lead management
Capture enquiries, explain their scores and give each qualified prospect a clear owner and next step.
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.
- Marketing Manager
- Owns scoped campaign planning, recipient preferences, segmentation and independently approved bulk outreach.
- 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.