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Overview: CRM Deals Pipeline w/ Rate Agreement & AIF Process

Below is a brief overview of the deal process, how to create a rate agreement, and what happens as a deal goes through each stage of the pipeline.

 



 

  1. Deal Pipelines

    1. There are 3 deal pipelines
    2. The "New Sales Pipeline" is for deals associated with new clients
    3. The "Existing Client - Sales Pipeline" is for deals associated with existing clients
    4. The "CSD" pipeline is for CSD deals

  2. Deal Stages - New Sales Pipeline

    1. The sales process begins when a discovery call is scheduled and a new deal is created in the "Discovery Call Scheduled" stage.
    2. Once the discovery call is completed, the deal is moved to the "Discovery Call Completed" stage
    3. After the discovery call is complete, the prospect is sent a digital proposal and the deal is moved to "Digital Proposal Sent" stage.
    4. If a rate agreement is requested from the prospect, the deal is then moved to the "Rate Agreement Requested" stage.
    5. Once all of the data points have been entered for the rate agreement and the AIF, the deal should be moved to the "Rate Review" and reviewed a final time before submitting the deal to management for approval.
    6. After the rates and AIF data has been reviewed by the sales rep, the deal is moved to the "Rate Approval" stage to be approved by a sales manager.
    7. Once the deal has been approved by a sales manager, the deal should be moved to the "Rate Agreement Sent" stage and a link to the rate agreement should be sent to the client automatically or manually.

      NOTE: This stage is the last stage that a deal must be moved to manually. All of the remaining deal stages will be updated automatically as specific actions are completed.
    8. Once the rate agreement has been signed, the deal will automatically be moved to the "Rate Agreement Signed" stage.
    9. After the deal is automatically moved to the "Rate Agreement Signed" stage, and AIF will automatically be created and the deal will be moved to the "AIF Created" stage.
    10. Once the AIF is reviewed and published, the appropriate C&W signers will be notified and upon signing the AIF document, the deal will automatically be moved to the "AIF Completed" stage.