Managing Your Sales Pipeline

Creating a Deal

1. Navigate to CRM → Pipeline
2. Click New Deal
3. Select or create the Account this deal belongs to
4. Set the stage, expected close date, and assigned sales rep
5. Add one or more service lines using the service configurator (see below)
6. Click Save

The deal appears as a card in the kanban pipeline view.

The Kanban Pipeline

The pipeline view shows all open deals as cards grouped by stage. You can:

• Drag and drop cards between stages
• Filter by assigned rep, account, or close date
• Sort by deal value or probability
• Switch to list view for bulk operations

Forecast View

Switch to Forecast mode to see deal values weighted by their probability, grouped by month. This gives you a realistic view of expected revenue without counting speculative deals at full value.

Logging Activities

Every customer interaction should be logged against the deal or contact:

1. Open the deal or contact
2. Click Log Activity
3. Select the type: Call, Email, Meeting, Demo, Follow-up
4. Add notes and set the outcome
5. Optionally, schedule a follow-up task with a due date

Logged activities appear in the deal timeline and in the account's activity history.

The Service Configurator

The service configurator lets you build structured quotes directly inside a deal:

1. In the deal's Service Lines tab, click Add Service
2. Select a service from your product catalogue (e.g. "VoIP Line — Standard", "Business Internet 500Mbps")
3. Set quantity, unit price, billing frequency, and commitment duration
4. Repeat for all services in the proposal

The configurator calculates:

• Monthly Recurring Revenue (MRR) for this deal
• Total Contract Value (TCV) based on commitment duration
• One-off setup fees

You can export the service lines as a PDF quote to send to the customer.

Closing a Deal

Marking as Won

1. Open the deal
2. Click Mark as Won
3. Confirm the actual close date and final service configuration
4. BlueRockTEL automatically:
   • Creates a Deployment project for each service that requires installation
   • Activates billing subscriptions from the agreed start date
   • Updates the account status to Active

Marking as Lost

1. Click Mark as Lost
2. Select a loss reason from the list (Competitor, Price, No budget, No decision, Other)
3. Optionally add notes

Lost deals are archived but can be reopened if circumstances change.

Pipeline Tips

• Keep stages up to date. A pipeline is only useful for forecasting if stage probabilities reflect reality.
• Log every touchpoint. Future account managers will thank you.
• Set follow-up tasks at every stage. Deals that sit in a stage without a next action are deals that go cold.