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1. Purpose

The purpose of this SOP is to establish clear approval rules for applying discounts and finalizing pricing in proposals. This ensures profitability, prevents margin erosion, and maintains pricing discipline while still allowing flexibility for competitive situations.

2. Scope

This SOP applies to:

• All proposals and commercial quotes created by Sales Representatives or Account Managers.
• Deals across IT Services & SaaS offerings, regardless of geography or segment.
• Sales, Pre-Sales, Delivery, Finance, Sales Managers, and Head of Sales.

3. Definitions

• Standard Pricing: Published or pre-approved pricing for services/products.
• Discount: Any reduction in list/standard pricing, including early payment incentives or bundled offers.
• Approval Thresholds: Defined limits of discounts that require different levels of approval.

4. Step-by-Step Process

A. Discount Request Trigger

• Discounts may be requested if:
  1. Competitive pressure exists (client evaluating alternatives).
  2. Large multi-phase deal negotiated.
  3. Long-term contract commitment (1 year+).
  4. Early payment incentive considered.

B. Discount Approval Workflow

1. Sales Rep Initiates Request
   • Drafts proposal in standard template.
   • Calculates proposed discount percentage.
   • Submits request in CRM or via Approval Matrix workflow.
2. Review by Sales Manager
   • Validates rationale for discount (competitor, deal size, client tier).
   • Checks alignment with pricing guidelines.
3. Pre-Sales & Delivery Input
   • Pre-Sales: Confirms solution still viable within reduced margin.
   • Delivery: Confirms feasibility and resourcing not at risk.
4. Finance Validation
   • Confirms gross margin after discount.
   • Ensures compliance with revenue recognition rules.
5. Final Authority (Head of Sales / CEO)
   • Provides sign-off based on Approval Thresholds (see below).

C. Approval Threshold Matrix (Example – customize for organization)

Discount %	Deal Value (USD)	Required Approvals	Final Authority
≤ 5%	≤ $25,000	Sales Manager	Sales Manager
6–10%	$25,001 – $100,000	Sales Manager + Pre-Sales + Delivery	Head of Sales
11–15%	$100,001 – $250,000	Sales Manager + Pre-Sales + Delivery + Finance	Head of Sales
> 15% or > $250,000	Any	Sales Manager + Pre-Sales + Delivery + Finance	Head of Sales / CEO

D. Post-Approval Actions

• Approved discount documented in CRM → “Discount Approved” field.
• Proposal updated with correct pricing and version (v2, v3).
• Finance notified for margin tracking.
• Sales Rep communicates updated proposal to client.

5. Roles & Responsibilities

• Sales Representative: Initiates discount request, justifies rationale.
• Sales Manager: Validates and approves within authority.
• Pre-Sales Consultant: Confirms solution viability post-discount.
• Delivery Manager: Validates delivery feasibility with reduced margin.
• Finance: Ensures commercial compliance and margin thresholds.
• Head of Sales: Approves higher-value/discount deals.
• CEO (if required): Signs off exceptional discounts beyond standard limits.

6. Governance, Violations & Consequences

• Discounts without approval → proposal rejected and deal rollback.
• Unauthorized commitments to client → escalation to Head of Sales.
• Repeated violations → subject to disciplinary action under Sales Performance Management Policy.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Quarterly, aligned with pricing strategy updates.
• Version Control: Maintained in CRM knowledge base.

1. Purpose

The purpose of this SOP is to define clear approval workflows and authority levels for proposals before they are shared with clients. This ensures commercial accuracy, compliance with discount policies, and accountability across Sales, Pre-Sales, Delivery, and Finance.

2. Scope

This SOP applies to:

• All proposals generated under Proposal Creation SOP.
• Sales Representatives, Sales Managers, Pre-Sales Consultants, Delivery Managers, Finance, and Head of Sales.
• IT Services & SaaS proposals across SMB, mid-market, and enterprise clients.

3. Definitions

• Approval Matrix: Role-based structure defining who must approve proposals based on deal size, discount level, or risk.
• Thresholds: Pre-defined monetary/discount limits requiring additional approval.
• Fast-Track Approval: Accelerated process for low-value, standard-compliance proposals.

4. Step-by-Step Process

A. Approval Triggers

A proposal must go through approval before submission to client if:

1. Total deal value exceeds threshold.
2. Discounts are applied (see Pricing & Discount Approval SOP).
3. Proposal includes non-standard terms, scope, or delivery models.

B. Standard Approval Workflow

1. Sales Rep Drafts Proposal
   • Creates proposal using Proposal Template.
   • Attaches Handoff Pack for reference.
2. Initial Review (Sales Manager)
   • Validates compliance with sales policies.
   • Reviews pricing alignment, positioning, and next steps.
3. Solution Validation (Pre-Sales)
   • Confirms scope, architecture, and effort estimates.
   • Checks proposal against technical feasibility.
4. Delivery Validation (Delivery Manager)
   • Confirms delivery feasibility and resourcing.
   • Flags risks (timelines, dependencies, resource availability).
5. Commercial Validation (Finance)
   • Required if deal value or discount exceeds threshold.
   • Reviews payment terms, margins, and risk exposure.
6. Final Sign-Off (Head of Sales)
   • Required for high-value/strategic deals (see Approval Matrix table below).

C. Approval Matrix (Example – to be customized by organization)

Deal Value (USD)	Discount %	Mandatory Approvals	Final Authority
≤ $25,000	≤ 5%	Sales Manager	Sales Manager
$25,001 – $100,000	5–10%	Sales Manager + Pre-Sales	Head of Sales
$100,001 – $250,000	10–15%	Sales Manager + Pre-Sales + Delivery	Head of Sales
> $250,000	> 15% or custom terms	Sales Manager + Pre-Sales + Delivery + Finance	Head of Sales / CEO

Note: Values & thresholds should be aligned with company pricing strategy.

D. Approval Process Execution

1. Sales Rep submits proposal for approval via CRM workflow or email with attached draft.
2. Approvers must respond within SLA (e.g., 48 hours).
3. Approvals recorded in CRM as notes/attachments.
4. Proposal cannot be shared with client until all approvals complete.

5. Roles & Responsibilities

• Sales Representative: Drafts proposal, initiates approval request.
• Sales Manager: First-line approval for all proposals.
• Pre-Sales Consultant: Approves solution feasibility.
• Delivery Manager: Approves delivery feasibility and resource alignment.
• Finance: Validates pricing, discounts, and margins for large/discounted deals.
• Head of Sales: Provides final authority for strategic or high-value deals.
• CEO (if included): Approves exceptional deals outside normal policy.

6. Governance, Violations & Consequences

• Submitting proposals to clients without required approvals → escalation to Head of Sales.
• Repeated bypass of approval → formal performance review under Sales Performance Management Policy.
• Approval SLAs must be monitored by Sales Ops to avoid delays.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Quarterly, to align with pricing, discount, and authority updates.
• Version Control: Maintained in CRM knowledge base.

1. Purpose

The purpose of this SOP is to define the standardized process for creating, reviewing, and delivering client proposals. This ensures proposals are consistent in format, accurate in scope, aligned with pricing policies, and representative of the company’s brand and value proposition.

2. Scope

This SOP applies to:

• All proposals created for IT Services & SaaS opportunities across SMB, mid-market, and enterprise clients.
• Sales Representatives, Pre-Sales Consultants, Delivery Managers, and Sales Managers.
• Proposals covering new business, expansions, renewals, or strategic partnerships.

3. Definitions

• Proposal: A formal document outlining solution, scope, pricing, and terms shared with the client for evaluation.
• Commercials: Pricing structure including fees, discounts, and payment terms.
• Handoff Pack: Internal document bundle containing opportunity details, discovery notes, and sync outcomes (see Sales–PreSales–Delivery Sync SOP).

4. Step-by-Step Process

A. Trigger for Proposal Creation

• Proposal creation begins once:
  • Opportunity is qualified via MEDDPICC (see Qualification via MEDDPICC SOP).
  • Demo/workshop completed with alignment.
  • Internal sync held between Sales–PreSales–Delivery (see Sync SOP).
  • Proposal approved in principle by Sales Manager.

B. Proposal Drafting Process

1. Access Proposal Template
   • Use the standardized Proposal Template (EPIC 5 – Task 3).
   • Ensure branding, formatting, and disclaimers are consistent.
2. Fill Core Sections
   • Cover Page: Company logo, client name, proposal title, date.
   • Executive Summary: High-level context and outcomes.
   • Client Challenges: Reference discovery notes.
   • Proposed Solution: High-level technical/functional solution aligned with Pre-Sales inputs.
   • Scope of Work (SOW): Activities, deliverables, assumptions, exclusions.
   • Commercials: Pricing, payment terms, discount (if any).
   • Timeline: Milestones with delivery estimates.
   • Team: Key roles assigned (Delivery oversight).
   • Next Steps: Proposal acceptance and contracting path.
3. Review for Accuracy
   • Sales Rep verifies client details.
   • Pre-Sales validates solution accuracy.
   • Delivery Manager validates feasibility and effort estimates.
   • Finance validates commercials (if required).

C. Internal Approval

• Proposals exceeding discount thresholds must follow Pricing & Discount Approval SOP (EPIC 5 – Task 4).
• Final draft shared with Sales Manager for sign-off before client submission.

D. Client Submission

1. Save final proposal as PDF with naming convention:
2. ClientName – Proposal – MonthYear
3. Example: ABC Fintech – Proposal – Aug2025.
4. Send via email with personalized cover note.
5. Upload copy to CRM and attach to opportunity record.

E. Post-Submission Follow-Up

1. Sales Rep sets Next Step in CRM (review call, negotiation, etc.).
2. Track proposal status in Commercial Proposal Tracker (EPIC 5 – Task 5).
3. If revisions are requested, update proposal version (v2, v3) and maintain history.

5. Roles & Responsibilities

• Sales Representative: Drafts proposal, ensures accuracy of client context, owns client communication.
• Pre-Sales Consultant: Provides solution scope, validates technical details.
• Delivery Manager: Confirms feasibility, resourcing, and effort estimates.
• Sales Manager: Approves final proposal before submission.
• Finance (if involved): Validates commercials in high-value/discounted deals.

6. Governance, Violations & Consequences

• Proposals not using standardized template → rejected in approval stage.
• Submitting proposal without Delivery validation → escalated to Head of Sales.
• Discounts outside approval matrix → flagged by Finance, deal placed on hold.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Bi-annually to align with service catalog and pricing updates.
• Version Control: Maintained in CRM knowledge base.

1. Purpose

The purpose of this SOP is to establish a structured collaboration process between Sales, Pre-Sales, and Delivery teams to ensure opportunities are qualified, scoped, and transitioned smoothly. This sync prevents misaligned expectations, reduces delivery risk, and strengthens client trust.

2. Scope

This SOP applies to:

• All opportunities progressing beyond discovery into demo, proposal, or contracting stages.
• Sales Representatives, Pre-Sales Consultants, Delivery Managers, and Sales Managers.
• IT Services & SaaS deals across SMB, mid-market, and enterprise accounts.

3. Definitions

• Pre-Sales: Solution/technical consultants who validate requirements and design solution scope.
• Delivery: Project/engagement managers responsible for execution post-contract.
• Sync Meeting: Internal structured handoff/sync session between Sales, Pre-Sales, and Delivery.
• Handoff Pack: CRM-linked summary of discovery notes, MEDDPICC, proposal details, and client expectations.

4. Step-by-Step Process

A. Trigger for Sync

• Sync is required before:
  • Demo/workshop preparation.
  • Proposal submission.
  • Contract signing → Delivery onboarding.

B. Sync Process Workflow

1. Pre-Sync Preparation (Sales Rep)
   • Update opportunity in CRM with:
     • Discovery call notes.
     • MEDDPICC qualification fields.
     • Documents shared by prospect.
     • Next Step and timeline.
   • Create initial Handoff Pack.
2. Internal Sync Call (30–45 mins)
   • Participants: Sales Rep (lead), Pre-Sales Consultant, Delivery Manager (if proposal/contract imminent), Sales Manager (optional).
   • Agenda:
     1. Review prospect context and pain points.
     2. Validate MEDDPICC completeness.
     3. Discuss technical/functional requirements.
     4. Align on delivery feasibility, risks, and resourcing needs.
     5. Confirm ownership for next client-facing step (demo/proposal/workshop).
3. Output & Documentation
   • Update CRM with sync summary notes.
   • Finalize Handoff Pack and attach in CRM.
   • Assign responsibilities:
     • Pre-Sales → Demo deck, solution validation, technical inputs.
     • Sales → Commercial proposal, client communication.
     • Delivery → Early resourcing check, timeline input.

C. Post-Sync Actions

• Sales Rep confirms next client meeting/demo with prospect.
• Pre-Sales prepares deliverables and shares drafts internally for approval.
• Delivery Manager validates capacity and flags risks.
• Sales Manager monitors sync compliance in weekly pipeline review.

5. Roles & Responsibilities

• Sales Representative: Owns sync initiation, CRM updates, client communication.
• Pre-Sales Consultant: Owns solution scoping, demo preparation, technical feasibility.
• Delivery Manager: Owns delivery feasibility, timeline validation, resource check.
• Sales Manager: Ensures sync occurs as per triggers, provides oversight.
• Sales Ops: Ensures Handoff Pack template and CRM fields are standardized.

6. Governance, Violations & Consequences

• Opportunities must not move to Proposal or Contract stage without documented sync.
• Missing Handoff Pack → opportunity flagged “Incomplete” in CRM.
• Deals handed over without Delivery sync → escalation to Head of Sales.
• Repeat violations → performance review under Sales Performance Management Policy.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Bi-annually.
• Version Control: Maintained in CRM knowledge base.

1. Purpose

The purpose of this SOP is to ensure all sales representatives maintain accurate and timely forecast updates in CRM. Accurate forecasting provides leadership with visibility into expected revenue, supports resource planning, and enables proactive management of risks and opportunities.

2. Scope

This SOP applies to:

• All opportunities tracked in CRM with a defined close date and value.
• Sales Representatives, Account Managers, Sales Managers, Head of Sales, and Sales Ops.
• IT Services & SaaS deals across SMB, mid-market, and enterprise clients.

3. Definitions

• Forecast: The expected revenue from opportunities within a specific timeframe (monthly/quarterly).
• Forecast Category: CRM field classifying deal likelihood (Commit, Best Case, Pipeline, Omitted).
• Weighted Forecast: Forecast adjusted by probability of closing, based on stage.
• Coverage Ratio: Pipeline value divided by quota (e.g., 3x coverage rule).

4. Step-by-Step Process

A. Forecast Update Cadence

1. Weekly: Sales reps update forecast in CRM before pipeline review (see Pipeline Review SOP).
2. Monthly: Sales Manager consolidates team forecasts for submission to Head of Sales.
3. Quarterly: Head of Sales aligns departmental forecast with executive leadership.

B. Forecast Update Procedure for Sales Reps

1. Review All Active Opportunities
   • Validate deal stage (see Deal Stage Advancement SOP).
   • Confirm close date accuracy.
   • Recheck deal value (estimation vs. proposal).
2. Assign Forecast Category (mandatory field in CRM):
   • Commit → Prospect confirmed verbally, legal/paper process ongoing.
   • Best Case → Prospect positive but dependencies remain.
   • Pipeline → Early stage, not committed to close this quarter.
   • Omitted → Dead/stalled opportunities not included in forecast.
3. Update Probability & Weighted Value
   • CRM auto-calculates based on stage; rep must validate accuracy.
4. Record Next Step
   • Add concrete next activity/date for each forecasted opportunity.

C. Manager & Leadership Review

1. Sales Manager Review
   • Validate accuracy of rep-submitted forecast weekly.
   • Flag over-optimistic entries (e.g., “Commit” without signed proposal).
   • Discuss risks and recovery actions with reps.
2. Head of Sales Review
   • Consolidates team forecasts monthly.
   • Ensures coverage ratio (≥3x) maintained.
   • Submits department-level forecast to leadership.

D. Post-Submission Compliance

• Sales Ops locks submitted forecast version in CRM.
• Revisions allowed only with manager approval.
• Variance analysis performed at quarter end (Forecast vs. Actual).

5. Roles & Responsibilities

• Sales Representative: Updates opportunity forecasts weekly.
• Sales Manager: Reviews forecast accuracy, challenges reps, submits team forecast.
• Head of Sales: Consolidates departmental forecast, reports to executive team.
• Sales Ops: Configures CRM forecasting module, tracks variance, ensures governance.

6. Governance, Violations & Consequences

• Failure to update forecast weekly → flagged in pipeline review.
• Overstated forecasts without supporting evidence → excluded from departmental forecast.
• Persistent inaccuracy (>20% variance for two consecutive quarters) → subject to performance review as per Sales Performance Management Policy.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Quarterly.
• Version Control: Maintained in CRM knowledge base.

1. Purpose

The purpose of this SOP is to standardize pipeline review practices, ensuring sales opportunities are accurate, up-to-date, and aligned with organizational forecasting needs. Regular reviews help identify risks, remove stalled deals, and support coaching for deal progression.

2. Scope

This SOP applies to:

• All opportunities recorded in CRM.
• Sales Representatives, Account Managers, Sales Managers, and Sales Ops.
• IT Services & SaaS deals across SMB, mid-market, and enterprise segments.

3. Definitions

• Pipeline: The collection of opportunities across stages in CRM.
• Pipeline Review: Structured review of opportunities for accuracy, health, and progression.
• Forecast: Expected revenue contribution from opportunities within a defined time window.

4. Step-by-Step Process

A. Frequency & Cadence

1. Weekly: Team-level review led by Sales Manager (focus: deal progression).
2. Monthly: Departmental review led by Head of Sales (focus: pipeline health, coverage).
3. Quarterly: Executive-level review with leadership (focus: forecast accuracy, strategy alignment).

B. Pre-Review Preparation

1. Sales Reps update all active opportunities in CRM at least 24 hours before review.
   • Stages advanced as per Deal Stage Advancement SOP.
   • MEDDPICC updated for all qualified deals.
   • Next Steps recorded.
   • Close dates validated.
2. Sales Ops generates pipeline dashboard:
   • Open opportunities by stage, region, vertical, owner.
   • Coverage ratio: pipeline value vs. quota (e.g., 3x coverage).
   • Aging: opportunities stuck beyond defined days.

C. Review Meeting Agenda

1. Deal Progression Check
   • Review top deals by stage.
   • Discuss blockers and action plans.
   • Confirm if criteria for advancement are satisfied.
2. Pipeline Hygiene
   • Identify stale opportunities (no activity > 30 days).
   • Validate close dates and values.
   • Review incomplete MEDDPICC entries.
3. Forecast Alignment
   • Confirm probability-weighted forecast by stage.
   • Highlight deals at risk and recovery actions.
4. Coaching & Next Steps
   • Managers provide feedback on rep strategy.
   • Assign actions and owners for stuck deals.
   • Document follow-up tasks in CRM or project tool.

D. Post-Review Actions

1. Sales Reps update opportunities within 24 hours as per review outcomes.
2. Sales Ops refreshes dashboard and shares summary notes.
3. Sales Manager monitors compliance and escalates gaps.

5. Roles & Responsibilities

• Sales Representative: Updates opportunities and executes agreed actions.
• Sales Manager: Leads weekly reviews, coaches reps, ensures hygiene.
• Head of Sales: Conducts monthly reviews, ensures strategic alignment.
• Sales Ops: Prepares reports/dashboards, monitors data integrity.

6. Governance, Violations & Consequences

• Opportunities not updated before review → flagged as non-compliant.
• Deals with missing MEDDPICC or Next Steps → excluded from forecast.
• Repeated violations → performance review as per Sales Performance Management Policy.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Quarterly.
• Version Control: Maintained in CRM knowledge base.

1. Purpose

The purpose of this SOP is to define the rules and process for moving opportunities through pipeline stages in the CRM. A standardized advancement process ensures deal health is accurately reflected, sales forecasts are reliable, and Pre-Sales/Delivery teams are engaged at the right time.

2. Scope

This SOP applies to:

• All opportunities recorded in CRM.
• Sales Representatives, Account Managers, Sales Managers, and Sales Ops.
• IT Services & SaaS engagements across SMB, mid-market, and enterprise deals.

3. Definitions

• Pipeline Stage: Predefined steps in the sales cycle (e.g., Discovery Completed → Qualified → Demo → Proposal → Negotiation → Closed).
• Stage Advancement: Moving an opportunity from one stage to the next in CRM, based on defined exit criteria.
• Exit Criteria: Mandatory conditions that must be satisfied to move a deal to the next stage.

4. Step-by-Step Process

A. Stage Advancement Principles

1. Stages are progressive; skipping stages is not allowed.
2. Stage advancement must be based on evidence, not assumptions.
3. All exit criteria must be recorded in CRM before advancing a stage.

B. Exit Criteria for Each Stage

1. Discovery Completed → Qualified
   • Discovery call executed and logged (see Discovery Call Execution SOP).
   • MEDDPICC framework updated with at least Metrics, Pain, Economic Buyer.
   • Opportunity created in CRM with mandatory fields (see CRM Opportunity Creation SOP).
2. Qualified → Demo/Workshop Scheduled
   • Prospect confirms interest in seeing solution capabilities.
   • Key stakeholders (decision makers/influencers) invited.
   • Next Step logged with calendar link.
3. Demo → Proposal
   • Demo/Workshop completed.
   • Prospect expressed alignment on requirements and expectations.
   • High-level budget/timeline confirmed.
   • Internal approval for proposal creation secured.
4. Proposal → Negotiation
   • Proposal submitted and acknowledged by prospect.
   • Pricing, terms, or delivery discussions initiated.
   • Champion identified and engaged.
5. Negotiation → Closed Won
   • Contract signed, procurement cleared.
   • All paper process steps complete.
   • Opportunity value, close date, and contract uploaded in CRM.
6. Negotiation → Closed Lost
   • Prospect confirms non-selection (competitor, no decision, budget freeze).
   • Loss reason recorded in CRM → standardized dropdown.
   • Manager approval required before marking “Lost.”

C. Advancement Procedure

1. Sales Rep reviews current opportunity data.
2. Check if exit criteria for current stage are satisfied.
3. Update CRM with relevant documents/notes.
4. Move deal to next stage via CRM pipeline.
5. Record Next Step (meeting, proposal, etc.).
6. Notify Pre-Sales/Delivery if engagement is required for next stage.

5. Roles & Responsibilities

• Sales Representative: Owns opportunity, ensures criteria met before advancement.
• Sales Manager: Validates stage advancement during weekly pipeline review.
• Pre-Sales Consultant: Provides input for demo, proposal readiness.
• Sales Ops: Monitors CRM pipeline integrity and reporting accuracy.

6. Governance, Violations & Consequences

• Advancing without satisfying exit criteria → flagged by Sales Ops and reviewed by Sales Manager.
• Repeated violations → deal rollback and performance warning.
• Deals without Next Step logged → excluded from forecast reports.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Quarterly, aligned with sales process updates.
• Version Control: Maintained in CRM knowledge base.

1. Purpose

The purpose of this SOP is to ensure that all new opportunities are created, structured, and updated in the CRM consistently. Proper opportunity creation allows accurate forecasting, seamless handoffs, and visibility for Sales, Pre-Sales, and Delivery teams.

2. Scope

This SOP applies to:

• All qualified leads that move into opportunity stage after discovery call.
• Sales Representatives, Account Managers, and Sales Ops.
• IT Services & SaaS projects across all geographies.

3. Definitions

• Opportunity: A potential deal logged in CRM with defined qualification status, stage, and next steps.
• CRM: The organization’s official system of record (HubSpot, Zoho, Salesforce, etc.).
• Primary Contact: Main prospect-side person attached to the opportunity.
• Next Step: The agreed upcoming action with date/time (e.g., demo, workshop, proposal).

4. Step-by-Step Process

A. Trigger for Opportunity Creation

• An opportunity must be created in CRM when:
  • Discovery call has been completed (see Discovery Call Execution SOP).
  • Prospect shows interest in solution alignment and next-step agreement.
  • Minimum MEDDPICC fields are partially filled (Metrics, Pain, Contact).

B. Opportunity Creation Process

1. Navigate CRM
   • Log in and open Opportunities/Deals module.
   • Click “Create Opportunity” or equivalent.
2. Fill Mandatory Fields (all required for opportunity creation):
   • Opportunity Name: Format → Company – Use Case – Month/Year.
     • Example: “ABC Fintech – API Integration – Aug 2025”.
   • Account/Company: Attach to existing account record.
   • Primary Contact: Link main stakeholder.
   • Stage: Set to “Discovery Completed” or equivalent.
   • Owner: Assign to Sales Representative.
   • Close Date (Expected): Estimate based on prospect timeline.
   • Deal Value (Est.): Add ballpark value or TBD.
3. Fill Recommended Fields:
   • Source: Inbound form, referral, outbound, event, etc.
   • MEDDPICC Fields: At least Metrics, Pain, and Decision Process notes.
   • Next Step: Record agreed upcoming milestone (with date).
   • Tags/Custom Fields: Region, vertical, ICP score, persona.
4. Attach Supporting Information
   • Call notes, discovery agenda, prospect documents.
   • Meeting recording/transcript link if available.

C. Post-Creation Validation

• Review all entries for accuracy.
• Sales Manager (or Sales Ops) reviews opportunities weekly for compliance.
• Opportunities missing mandatory fields → flagged “Incomplete” in CRM.

5. Roles & Responsibilities

• Sales Representative: Creates and updates opportunity records.
• Sales Manager: Ensures compliance and validates accuracy during pipeline review.
• Sales Ops: Configures CRM fields and reporting dashboards.

6. Governance, Violations & Consequences

• No deal may progress beyond qualification if CRM opportunity record is incomplete.
• Repeated failure to log opportunities → performance review.
• Opportunities without defined next step → excluded from pipeline metrics.

7. Review & Ownership

• Document Owner: Head of Sales.
• Review Cycle: Quarterly to align with CRM updates.
• Version Control: Maintained in CRM knowledge base.