Keep customer conversations, opportunities and next steps connected.
An account represents the customer or prospect your business works with. Its contacts identify the people involved in ordering, billing and delivery. Keep the relationship owner, business details and relevant conversation history together without treating every new enquiry as a new customer.
A matching email address is a useful clue, not sufficient evidence to merge two people or legal businesses. Review duplicate candidates and choose the existing account or create the appropriate prospect. The recorded conversion retains that decision and its original lead.
A job title, stored email or customer contact does not create a user login or grant permission to accept every commercial proposal. Active trading, credit terms and tax treatment retain their separate review.
| Opportunity Number | Name | Account | Expected Net Amount | Currency |
|---|---|---|---|---|
| OPP-33000 | Opportunity 266 | ACC-110 | 660 | CRR-8379 |
| OPP-92804 | Opportunity 917 | ACC-110 | 380 | CRR-4498 |
| OPP-92781 | Opportunity 724 | ACC-140 | 260 | CRR-8366 |
| OPP-80466 | Opportunity 132 | ACC-130 | 70 | CRR-5488 |
| OPP-94920 | Opportunity 502 | ACC-110 | 430 | CRR-1098 |
| OPP-13485 | Opportunity 934 | ACC-140 | 40 | CRR-6575 |
A lead captures business interest from a referral, partner, event, call or other recorded source. Sales Representative follows the need, product fit and agreed next action, retaining the evidence behind qualification or the reason an enquiry did not proceed.
Conversion links the qualified lead to the reviewed account, contact and opportunity. Repeated imports or conversion attempts return to the same relationship rather than creating extra customers or deals. Conflicting identity evidence remains a review item.
The opportunity describes the customer’s project or requirement. Discovery, proposal and negotiation retain the owner, expected value, probability and expected close date. Those estimates help the sales team work; they do not reserve stock, authorize production or establish revenue.
| Contact Code | Account | Name | Title | Purpose |
|---|---|---|---|---|
| CC-868 | ACC-150 | Person 399 | Active cp-663 | Billing |
| CC-157 | ACC-150 | Person 565 | Active cp-179 | Ordering |
| CC-182 | ACC-130 | Person 673 | Active cp-175 | Delivery |
| CC-484 | ACC-150 | Person 453 | Active cp-252 | General |
| CC-221 | ACC-150 | Person 410 | Active cp-237 | Billing |
| CC-581 | ACC-120 | Person 847 | Active cp-172 | Ordering |
Calls, meetings, notes and tasks can stay with the relevant lead, customer, opportunity, quote or order. The next action has an owner and due time, making unfinished work distinguishable from a completed conversation.
Record the actual outcome and the next agreed step. An email waiting to send is still planned work. Provider acknowledgment or a prepared message does not prove that the customer received it, replied or accepted its contents.
Communication preferences follow the person and purpose. Restrictions recorded before conversion carry into the customer relationship, and sending checks the current preference again. A previously prepared follow-up cannot bypass a later restriction.
A revised expected close date should not erase the previous forecast. Stage, amount, probability and ownership changes retain who changed them, when and why. The team can distinguish a new estimate from an actual commercial decision.
Winning an opportunity needs the accepted commercial agreement behind it. Losing one retains its reason. Reopening the deal preserves the earlier closure and its evidence, so reports do not quietly move history into a more convenient period.
These milestones remain connected without being counted as several copies of the same business result.
| Sales information | What it means |
|---|---|
| Opportunity estimate | Current expected value and probability |
| Accepted offer | The customer's agreed commercial scope |
| Approved sales order | Authorized customer demand for fulfilment |
| Posted invoice | The separately reviewed receivable and revenue |
A commercial forecast freezes the opportunity population at a stated cutoff. It retains the original amount, currency, probability, stage and close-date assumption, with reviewed conversion into its reporting currency.
Weighted value applies probability once. Accepted bookings are a separate measure, and an unknown opportunity amount stays visibly unknown. Missing conversion evidence blocks the forecast lock; it is not replaced by an old rate or an invented zero.
Independent Sales Manager review locks the exact forecast version. Later opportunity changes belong to a later snapshot. This lets the team compare expectations with actual outcomes without rewriting the earlier forecast.
Production planning uses its own approved product quantities and dates. A commercial forecast can inform discussion, but it does not become material demand or a factory commitment automatically.
Keep customer conversations, opportunities and next steps connected.
Turn agreed offers into clear production and delivery commitments.
Plan each job's materials and operations from the right engineering revision.
Give operators clear work and follow each job through production and inspection.
Turn supply requests into approved purchases and reconcile what arrives with what suppliers bill.
Track stock through receiving, production and customer shipment.
Connect customer receivables, supplier payables and stock costs to each entity's books.
See customer commitments, production progress and financial results together.
Historical OpportunityHistory and locked SalesForecastLines by entity/customer/owner/stage and expected-close cohort, with unknown values and current/actual close/reopen separately disclosed; weighted estimates, accepted quote bookings and approved order commitments are different measures and never manufacturing demand by themselves.
| Opportunity Number | Name | Account | Expected Net Amount | Currency |
|---|---|---|---|---|
| OPP-33000 | Opportunity 266 | ACC-110 | 660 | CRR-8379 |
| OPP-92804 | Opportunity 917 | ACC-110 | 380 | CRR-4498 |
| OPP-92781 | Opportunity 724 | ACC-140 | 260 | CRR-8366 |
| OPP-80466 | Opportunity 132 | ACC-130 | 70 | CRR-5488 |
| OPP-94920 | Opportunity 502 | ACC-110 | 430 | CRR-1098 |
| OPP-13485 | Opportunity 934 | ACC-140 | 40 | CRR-6575 |
Posted net revenue/credits and exact associated title-issue/customer-return costs for the same entity/customer/product quantity cohort; partial/unbilled/unpriced quantities are disclosed and zero net revenue gives unavailable percentage, not fabricated margin.
| Opportunity Number | Name | Account | Expected Net Amount | Currency |
|---|---|---|---|---|
| OPP-33000 | Opportunity 266 | ACC-110 | 660 | CRR-8379 |
| OPP-92804 | Opportunity 917 | ACC-110 | 380 | CRR-4498 |
| OPP-92781 | Opportunity 724 | ACC-140 | 260 | CRR-8366 |
| OPP-80466 | Opportunity 132 | ACC-130 | 70 | CRR-5488 |
| OPP-94920 | Opportunity 502 | ACC-110 | 430 | CRR-1098 |
| OPP-13485 | Opportunity 934 | ACC-140 | 40 | CRR-6575 |
Owns assigned customer relationships, qualification, offers and proposed customer commitments.
Manage scoped Leads, LeadConversions, Accounts prospect details, ContactPersons, Activities, Opportunities, Quotes, QuoteLines and draft SalesOrdersRecord actual customer acceptance and communication preference evidenceSubmit price/margin exceptions and commercial amendmentsView assigned customer delivery and collection summariesIndependently accepts customer orders and controls commercial exceptions and forecast review.
Approve SalesOrders independently of preparer/material editors after actual customer acceptance and credit checksApprove commercial QuoteException and MasterChanges within reviewed finite scopeReview lead conversion conflicts and opportunity close/reopen evidenceLock SalesForecasts independently of preparer/material editorsCarry the customer's requirements from the first conversation to an approved order.
7 stages · 2 approvals
Create your ERP.AI account and get started with Proto.
We use essential cookies to run the site and optional cookies for features, analytics, and relevant content. See Cookie policy
We use cookies to enhance your experience, analyze site traffic, and serve relevant content. By clicking "Accept All," you agree to our use of cookies. You can customize your preferences at any time.
Learn more about how we use cookiesThese cookies are required for the website to function properly. They ensure security, enable basic features like page navigation, and store user session data. You cannot disable these cookies.
These cookies enable additional features that enhance your experience, such as live chat, video playback, personalized content recommendations, and remembering user preferences.
These cookies help us understand how visitors interact with our site by collecting anonymous usage data. This allows us to measure performance, detect issues, and continuously improve the user experience.
These cookies allow us and advertising partners, including X, to deliver ads tailored to your interests. They track browsing habits across sites to provide relevant advertising and measure ad effectiveness.