Leads & Opportunities

The front of the sales funnel: capture leads (prospects you are not doing business with yet), work them by phone and meetings, and turn the good ones into opportunities — deals with a value, a probability and a pipeline stage — that end won (and become quotations and orders) or lost.

Where you find it: the CRM sidebar group (Leads, Opportunities); bundled by Professional Services, Wholesale. The reps' own records also appear in the Personal shell (My Leads, My Opportunities).

What you can do

Leads

A lead is a prospect: a company or person that showed interest but is not a customer yet.

• You fill in the date, the prospect's name, the contact person, e-mail, phone, the country/city (choosing a country narrows the city list) and where the lead came from (source — website, referral, trade fair…). The owner is the sales rep working the lead.
• Automatic: every lead gets a number (LD…) the moment it is saved, and starts in status NEW.
• Status pill / lifecycle — advanced with the per-record buttons, never by editing: NEW → (Mark Contacted) → CONTACTED → (Qualify) → QUALIFIED. A dead end is Disqualify (→ DISQUALIFIED) from any open state. The buttons refuse (with a clear message) from a state they don't apply to. CONVERTED is never set by hand — it happens when you convert (below).
• Activities: each lead keeps a touch history — dated entries with a type (Call, Meeting, Email, Task), a subject, a note and a done flag. Who logged the entry and when is recorded automatically.
• Convert — two buttons on the lead:
  1. Convert to Customer creates a real Customer from the lead's name, e-mail, phone, country and city. The contact person's name does not carry over — add it on the customer afterwards if you need it.
  2. Create Opportunity opens a deal for the lead (same name, same owner, dated today, linked back to the lead). Either conversion flips the lead to CONVERTED.

Opportunities

An opportunity is a deal in progress, moving through the pipeline.

• You fill in the date, a name (what the deal is), the customer (once there is one), the expected value and currency, the win probability (%, starts at 10) and the expected close date. The owner is the responsible rep; the lead link records where the deal came from.
• Automatic: an OPP… number on save, and the weighted value = expected value × probability — the forecast number the pipeline reports add up. It recalculates on every save.
• Stage pill / pipeline — the per-record buttons walk the stages: PROSPECTING → (Qualify) → QUALIFICATION → (Propose) → PROPOSAL → (Negotiate) → NEGOTIATION, and from any open stage Mark Won / Mark Lost close the deal.
• Activities: the same dated activity trail as leads (next steps, meetings, follow-ups).
• Create Quotation builds a Quotation for the deal (customer, currency, owner and the opportunity link carried over) and flips the stage to PROPOSAL. The opportunity must have a customer first — convert the lead if it doesn't.

Reports & dashboard

Which records count. Opportunities by Owner shows each rep's open pipeline - won and lost deals are left out, because a won deal is revenue (it lives with the invoices) and a lost one is nothing. The lead reports work the other way on purpose: Leads by Source and New leads per month count every lead however it ended, since a disqualified lead still arrived from that source and belongs in the channel's totals.

• Pipeline By Stage — the funnel: deal count, expected and weighted value per stage (bar chart).
• Open Opportunities — deals still in play; the Open Opportunities dashboard counter.
• Opportunities By Owner — who carries how much pipeline.
• Won Lost Split — closed deals, won vs lost (doughnut).
• Leads By Source — where leads come from (doughnut); Leads By Status — the lead funnel.
• Open Leads — leads still being worked; the Open Leads dashboard counter.
• Monthly Leads — new leads per month (bar), with the New Leads (this month) KPI tile.

Settings

• Lead Statuses and Opportunity Stages — the lifecycle nomenclatures (managed by the buttons; edit only if you know what you are doing).
• Lead Sources — the marketing pick list (translated, en/bg); add your own channels.
• Activity Types — Call / Meeting / Email / Task (translated, en/bg).

Shipped data

Seeds: 5 lead statuses, 6 pipeline stages, 7 lead sources (+ Bulgarian names), 4 activity types (+ Bulgarian names). Number series Lead (LD) and Opportunity (OPP) ship in document numbering. A -demo companion is planned.

Works together with

Customers (convert target + the deal's customer), Quotations (created from an opportunity, linked back), Employees (owners; the identity behind My Leads / My Opportunities), Countries, Currencies, Companies, document numbering.