Lead to deal
Move the right customer opportunity from qualification to an accepted agreement with clear commercial ownership.
5 stages · 2 approvals
Quote to contract
Resolve configuration and pricing, review the agreement and verify the complete customer acceptance.
7 stages · 4 approvals
Roles and responsibilities
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Step 1Configure
Quote NumberOpportunityTotal AmountCurrency
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Step 3Review price
Quote NumberOpportunityTotal AmountCurrency
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Step 4Send offer
Quote NumberOpportunityTotal AmountCurrency
Process steps
Follow the process from start to finish. Select a step to see who acts and what changes.
Configure
Sales Rep selects the selling entity, opportunity, effective price book and product lines. Quantities, options, charge units, service dates and committed usage form the proposed scope. Required configuration rules retain their evaluated versions. Uncommitted usage stays a labeled estimate outside accepted term value.
Approval required
Review configuration
An independent CPQ Admin reviews the proposed configuration and its recorded conflict. The decision is limited to technical scope. A missing or invalid combination cannot pass because another reviewer approved a commercial discount, and the rule author cannot independently approve their own change.
Approval required
Review price
An independent Sales Manager reviews every affected line within its price-book and personal ceilings. Eligible standard lines can use the explicit Sales Rep self-release path. The net price is calculated once; a lower weighted overall discount cannot hide a line above authority.
Send offer
Sales Rep sends the approved current version with its term, expiry and disclosed tax basis. Actual provider or manual dispatch evidence establishes sending. A queued document is still pending, and an uncertain response requires reconciliation before another request is created. Material amendments supersede stale approval and send scope.
Approval required
Approve terms
An independent Sales Manager reviews the final contract artifact, negotiated changes, required parties and accepted line commitments. The reviewer excludes the preparer and material editors. Any changed product configuration also returns to technical review; the commercial approval does not waive that dependency.
Approval required
Verify acceptance
Sales Manager compares complete authenticated signatures or permitted equivalent evidence with the exact current contract version. All required parties must be covered. Declined, voided, expired and partially signed attempts remain visible and cannot activate the agreement through a generic callback.
Activate
Sales Manager activates the verified agreement through the guarded transition. Accepted lines and cycles preserve cadence, quantity and net value. The won opportunity and eligible downstream actions retain one source identity, while order allocations and later billing consume only their remaining permitted portions.
Approvals and controls
4 approvals required in this process
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Review configuration
CPQ Admin signs when a technical exception is required · review price waits
Configurations, CPQRules, ApprovalDecisions -
Review price
Sales Manager signs above self-release authority or for exceptions · send offer waits
Quotes, QuoteItems, ApprovalDecisions -
Approve terms
Sales Manager signs · verify acceptance waits
Contracts, ContractItems, ApprovalDecisions -
Verify acceptance
Sales Manager signs · activate waits
SignatureRequests, IntegrationEvents, Contracts - Source pricesThresholds, options, term dates and rounding stay with the reviewed version.
- Standard self-release is an explicit commercial exception; other approvals retain actual-person independence.
- Percentage limits are tested per lineMissing authority blocks release rather than creating an unlimited fallback.
- Quote net value survives contractOrder and invoice conversion without another discount.
- A tax estimate is disclosed as suchRequired authoritative tax and material total changes follow the proper review before executable billing.
- Complete signature evidence belongs to the current artifactSigner set; obsolete callbacks cannot accept its replacement.
- Repeated activation returns the existing contract effectsCorrection reconciles already executed orders or invoices rather than deleting history.
Records and postings
| Stage | Records | Effect |
|---|---|---|
| 1 Configure | QuotesQuoteItemsPriceBookEntriesConfigurations | Resolve the proposed offer basis |
| 2 Review configuration | ConfigurationsCPQRulesApprovalDecisions | Decide the exact technical exception |
| 3 Review price | QuotesQuoteItemsApprovalDecisions | Authorize commercial pricing within scope |
| 4 Send offer | QuotesDocumentVersionsOutboundDeliveries | Record actual delivery of the approved offer |
| 5 Approve terms | ContractsContractItemsApprovalDecisions | Approve the final agreement |
| 6 Verify acceptance | SignatureRequestsIntegrationEventsContracts | Verify complete current acceptance |
| 7 Activate | ContractsContractCyclesOpportunityHistory | Make accepted scope eligible once |
Run by an agent
Agent support
Required human decisions remain with the accountable role. An assistant cannot turn a preparation task into qualification, commercial approval, technical exception approval or commission payout authorization. It cannot use broad access to expose another rep's pay, bypass a communication preference or reuse an old signature after terms change. Uncertain sends and payouts need reconciliation before another request can create an additional effect.
# Example after configuration
$ curl -fsSL https://www.erp.ai/skill.md | paste into your agent
› quote to contract · configure on Quotes, QuoteItems, PriceBookEntries, Configurations
✓ Sales Rep selects the selling entity, opportunity, effective price book and product lines.
› quote to contract · review configuration on Configurations, CPQRules, ApprovalDecisions
⏸ approval when a technical exception is required · waiting for the cpq admin
# 5 more stages after approval: review price, send offer, approve terms, verify acceptance, activate
Other processes
5 moreOrder to cash
Allocate accepted commitments, verify billing eligibility and reconcile invoices, customer cash and credits.
8 stages · 3 approvals
Campaign to opportunity
Release reviewed outreach, route genuine responses and preserve the link from campaign activity to qualified pipeline.
8 stages · 2 approvals
Forecast and commission close
Freeze the period's sales judgment, calculate eligible earnings and release independently reviewed commission payouts.
8 stages · 3 approvals
Contract renewal
Carry the continuing agreement into its next term with explicit pricing, notice and customer acceptance.
6 stages · 2 approvals