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  1. Technology CRM
  2. Process
  3. Qualification and activity
Process · Qualification and activity

Qualification and activity

Record a useful customer interaction and qualify the current opportunity revision from its evidence.

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Step by step

  1. Establish the sales case App Administrator or Relationship Owner

    App Administrator confirms the active account and membership scope. Relationship Owner creates the New opportunity with its customer, expected USD value and expected close date, keeping the operating organization consistent.

    • Create an owned New opportunity in eligible scope
    • Updates Accounts, Organizations, Team members, Opportunities

  2. Record the interaction Relationship Owner

    Relationship Owner logs a Call, Meeting, Email or Task with a nonempty outcome. The activity carries the current revision and its next line number. Record due and completion dates according to the work actually performed.

    • Retain the customer outcome at the current revision
    • Updates Relationship activities, Opportunities

  3. Qualify the revision Relationship Owner

    Relationship Owner requests qualification using existing evidence for the explicit New revision. The action checks actor and organization scope, records the evidence as a relationship activity and moves the opportunity to Qualified with an operation receipt.

    • Advance New to Qualified with evidence
    • Updates Opportunities, Relationship activities, Operation receipts

  4. Prepare the next action Relationship Owner

    Relationship Owner checks that the recorded outcome explains why qualification was appropriate. Prepare the next customer activity or technical evaluation. This qualification step does not substitute for the independent proposal review later in the sales process.

    • Prepare follow-up or evaluation work
    • Updates Relationship activities, Technical evaluations

Where it usually breaks

And how to keep it from happening.

  • An outcome only says that a meeting happened. Record the result that supports the next sales action.
  • A qualification request uses an older revision. Resolve the changed opportunity before trying again.
  • A repeated request creates duplicate evidence. Use the same operation identity when checking the original result.

Who does what

Roles and permissions
App Administrator
, Relationship Owner, Sales Manager, Auditor.
App Administrator
Maintains account and member scope; Relationship Owner creates the opportunity and its activities.

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