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Leads

Prospects that are not yet customers on the ERP. Add a lead, then log engagements, plan visits and track opportunities against it until it becomes an account. Visits themselves are recorded on the mobile app.

Open leads
0
New, contacted or qualified
Open pipeline
R 0
Opportunities not yet won or lost
Engagements this week
0
Calls, emails, meetings and visits
No contact in 14 days
0
Open leads going cold

Lead list 0

Lead ▲▼ Contact Status ▲▼ Owner ▲▼ Last engagement ▲▼ Last visit ▲▼ Opportunities ▲▼ Actions
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Lead New

Lead details

Last engagement

Open opportunities

Activity

Last visit Recorded on the mobile app.

Next planned visit

Customer 360

Every ERP account. Open one for its engagements, documents and, now, its opportunities. Only the Opportunities tab is part of this mockup.

Customers 0

AccountContactBranchRepOpen opportunitiesActions

Pipeline

Every opportunity logged against a lead, in one place. Drag a card to move it between stages, or open the lead to edit the detail.

Open pipeline annualised
R 0
0 opportunities
Weighted pipeline annualised
R 0
probability-adjusted
Closed won All dates
R 0
0 deals
Avg days to close
0
over 0 won deals
Largest open deal
R 0
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Settings

Manage branches, privileges, roles and users.

Pipeline stages

The columns on the Pipeline board, in this order. Every opportunity sits in exactly one stage, and the stage carries the weighting: the share of a deal's value that counts towards the weighted pipeline.

StageCodeCloses the deal asWeightingStatus
Order is the board. Drag a stage by its handle to reorder the list and the Kanban columns follow. Weighting is the stage's, not the deal's. Weighted pipeline is each open deal's annualised value multiplied by its stage's weighting, so a R 100 000 deal in a 25% stage contributes R 25 000. Moving a deal to another stage changes its weighting at once, and changing a weighting here re-weights every deal in that stage. Reps do not set a probability on a deal. Won is always 100% and Lost always 0%, and Won and Lost cannot be retired because every closed deal and the Closed won figure depend on them. Retiring an open stage takes it off the board and the pickers; deals already in it keep their history and show under the stage name until they are moved.

Value types

How an estimated value is entered: as a once-off amount or a recurring one. The factor turns each type into a yearly figure so the pipeline totals add up across types.

TypeCodeShown asPer yearStatus
Annualised totals. Open pipeline, weighted pipeline and the stage totals multiply each deal by its type's per-year factor, so a R 3 000 monthly account counts as R 36 000 beside a R 36 000 once-off order. The deal itself always shows the amount the way it was entered. Changing a factor recalculates every total at once; it does not touch any deal.

Sources

Where an opportunity came from. Picked on every deal, so marketing can see which channels turn into business.

SourceCodeDeals using itStatus
Retire rather than delete. Every lead and deal already captured points at its source by code, so a source that is no longer offered stays readable in the history. The name can be changed at any time; the code cannot, for the same reason the engagement type codes cannot.

Lead statuses

The statuses a lead passes through, from first capture to becoming an ERP account.

StatusCodeMeansState
Converted is set when a lead becomes an ERP account and cannot be retired or renamed: it is the point of the whole screen. New is set on capture for the same reason.

Rules

Thresholds and checks that apply across leads and deals. Each applies the moment it is changed, to every lead and every rep. A lead's status itself is always set by hand.

Days without contact before a lead counts as going coldDrives the "No contact in N days" figure on the Leads screen. Counts engagements and visits, not updates on a deal.
Days in a stage before a deal is flagged on the boardThe amber days badge on a Kanban card. The red badge shows at double this number.
Closed deals hidden from the pipeline table after (months)Won and Lost rows older than this are folded away until "Show closed deals older than" is ticked.
Require a reason when a deal is marked lostWith this on, Mark lost and a drag into the Lost column ask why before the stage changes. The reason is written to the timeline and shown on the deal, so lost business can be reported on.
How the reason is capturedFree text lets the rep type anything. A pre-defined list keeps reasons consistent so they add up in reports; the list is managed below, and the rep can still add a note.

Lost reasons

What a rep can pick when a deal is marked lost. Offered only while "Require a reason" above is on and set to a pre-defined list.

ReasonCodeDeals lost for itStatus
Retire rather than delete. Every lost deal keeps the reason it was given, so a retired reason still reads correctly in history and reports; it just stops being offered. The name can be changed at any time; the code cannot.
Mockup. Leads, Pipeline, Settings › Lead settings and the Opportunities tab on Customer 360 work; the rest of the menu is shown for context. Data resets on refresh.