Sales representative quick start

Before you start

• Your current Account can View and Edit the leads, Accounts, Contacts, and Opportunities within your responsibilities.
• The administrator has configured the applicable Lead Management pools, Account rules, and Opportunity Management Sales Processes.
• If you need to Quote or order, products and prices are Available. Your Account has Quote or order permissions.
• Use test data for practice to avoid affecting real Accounts and business analytics.

Daily workflow

flowchart LR
    A[Review To-Dos and records to follow up] --> B[Process Leads]
    B --> C[Create Accounts and Contacts]
    C --> D[Create and advance Opportunities]
    D --> E[Quote or place an order]
    E --> F[Update results and Next actions]
    F --> A

Step 1: Process a Lead that needs follow-up

1. Find an assigned Lead in the Lead list or lead pool. If your enterprise allows it, you can also Claim a Lead from the pool.
2. Review the Lead Source, Company, Contact, and follow-up history. Answer the check, Duplicate Data Exists?
3. After contacting the prospect, promptly record the Sales follow-up and result.
4. Update the Lead based on facts. Continue follow-up, mark it Invalid, Return it to the lead pool, or Convert it.

Step 2: Convert a valid Lead into downstream objects

1. Check whether an Account or Contact with the same Name or key information already exists.
2. Create or select an Associated Account according to page guidance and enterprise rules.
3. Create or select an Associated Contact when you need to record a specific person.
4. If a clear buying need exists, create an Opportunity. Otherwise, develop the Account first.
5. After conversion, open the related objects. Check the Owner, Contact information, Source, and Sales records.

Step 3: Maintain the Account and key Contacts

1. Open Account details and verify the Account Name, ownership, and key basic information.
2. Add the Address, Account Financial Information, or other fields required by the business.
3. Maintain actual Contacts with their positions, Contact information, and communication background.
4. For complex Account organizations, add an Org Structure or influence map according to your enterprise’s Usage Method.
5. Update the follow-up record and Next plan after every important interaction.

Step 4: Create and advance an Opportunity

1. Enter the Account, Opportunity Name, estimated Amount, Estimated Closing Date, Owner, and other required information.
2. Associate Contacts who participate in the project. Maintain the Opportunity decision chain when necessary.
3. Complete the tasks and required information for the Current Stage.
4. When the Account or project changes, promptly update the Amount, Estimated Closing Date, and stage.
5. When the result is clear, move to Closed Won, Closed Lost, or Invalid. Enter accurate close information.

Step 5: Choose quoting or ordering for the business

Step 6: Complete the daily data check

• Process every newly assigned Lead and record its follow-up result.
• Confirm that Account and Contact information is accurate and has no suspected Duplicate records.
• Confirm that the stage, Amount, and Estimated Closing Date of each active Opportunity remain accurate.
• Check overdue stage tasks and clarify the Next Account action.
• Check whether Quotes, contracts, or orders remain Pending or await Approval.
• Close Closed Lost or Invalid Opportunities accurately.

Completion criteria

• The Lead Status matches its processing result.
• The converted Account, Contact, and Opportunity are correctly associated without unexpected Duplicates.
• The Opportunity uses the correct Sales Process, and its stage tasks can be Completed.
• The products and prices in the Quote or order match the current Configuration.
• Your manager can View this business process data within their permissions.

Next steps

• To understand all stages and branches, read LTO business process overview.
• To learn more about Account development, see Account Management overview.
• To learn about complex Product quoting, see Quote overview.