CRM Operations

CRM Operations covers leads and opportunities. Leads are early-stage prospects. Opportunities are qualified deals that need value, probability, stage, and close-date tracking.

Workspace Reference

Workspace	How Users Reach It	Main Actions
Lead Operations	CRM -> Leads -> Lead Operations	Use New Lead, Change Stage, Log Activity, and Convert to Client.
Opportunity Operations	CRM -> Opportunities -> Opportunity Operations	Use New Opportunity and keep stage, amount, probability, status, and close date current.
Parties	Parties -> Operations	Continue customer onboarding or client review after a lead is converted.

Leads

Open CRM > Leads > Lead Operations to manage leads.

The lead table shows lead number, contact name, company, stage, temperature, estimated value, source, assignee, status, days in pipeline, and created date.

Creating A Lead

Use New Lead and complete the lead form.

Contact fields:

• First Name and Last Name are required.
• Email and Phone help users follow up.
• Company Name and Industry describe the prospect context.

Pipeline fields:

• Pipeline Stage is required and determines where the lead sits in the sales process.
• Lead Source records where the lead came from.
• Temperature marks interest as Hot, Warm, or Cold.
• Estimated Value gives an early commercial estimate.
• Notes capture qualification context.

Lead Statuses

Lead statuses include New, Contacted, Qualified, Nurturing, Proposal Sent, Negotiation, Won, Lost, Disqualified, and Dormant.

Use statuses to explain the current relationship, not just the sales stage. For example, a lead can be in a proposal stage but still require a status update after a call.

Lead Row Actions

• Change Stage updates the pipeline stage and lead status.
• Log Activity records a call, email, meeting, visit, note, SMS, WhatsApp message, or system activity.
• Convert to Client links the lead to an existing client record when the prospect becomes a formal customer.

Logging Activities

Use Log Activity after meaningful follow-up.

Activity fields include:

• Activity Type: Call, Email, Meeting, Visit, Note, SMS, WhatsApp, or System.
• Subject: short summary of the activity.
• Details: what happened.
• Outcome: connected, no answer, left message, interested, not interested, follow up, or completed.
• Duration: time spent in minutes.
• Activity Status: Planned, Done, or Cancelled.

Logging activities is important because follow-up discipline is what makes CRM useful.

Converting Leads

Use Convert to Client only when the correct existing client record is available. The conversion links the lead to that client so operational teams can continue work from the party/client record rather than retyping customer data.

If the customer does not exist yet, create or approve the customer record first according to the party/client process.

Opportunities

Open CRM > Opportunities > Opportunity Operations to manage opportunities.

The opportunity table shows opportunity number, name, stage, amount, probability, weighted amount, close date, assignee, status, and created date.

Creating An Opportunity

Use New Opportunity and complete:

• Opportunity Name: required name for the deal.
• Pipeline Stage: required current sales stage.
• Deal Amount: expected commercial amount.
• Probability (%): likelihood of winning the opportunity.
• Expected Close Date: target decision or signing date.

The weighted amount is based on amount and probability. Keep both values realistic so pipeline reporting is not overstated.

Handoff To Operations

CRM should not become the operational system of record after a deal is won. When work becomes real business, continue in the relevant module, such as Billing, POS, Production, Agriculture, Driving School, Events, Loans, or Support.

Common Mistakes

• Creating opportunities for unqualified leads too early.
• Leaving leads in New or Contacted after follow-up has happened.
• Using “Won” before the operational workflow is ready.
• Setting unrealistic probability percentages to inflate weighted pipeline.
• Converting a lead to the wrong client record.