M07.01
Zoho CRM and the life of a lead
If it is not in Zoho, it is a rumor.
- Enter a complete lead the same day
- Move stages when the world moves
- Set follow-ups that actually fire
Minimum viable record
Company, contacts, site, vertical, source (referral, repeat, GC, inbound), estimated SF, spec yes/no, bid due, competitor if known, next action, owner. Attach the drawings. Notes are complete sentences, not 'talked.' When a quote goes out, the amount and the PDF live on the record. When we win or lose, the reason lives there too — that is how estimating gets smarter.
Stages (keep them honest)
| Stage | Meaning |
|---|---|
| Qualification | BANT confirmed, Opportunity created |
| Site Walk Scheduled | Pre-bid meeting or site walk on the calendar |
| Estimating In Progress | Takeoff started in CPQ |
| Quote Issued | Proposal sent; send date logged, follow-up task set |
| Verbal Award | They said yes; request the contract — we do not spend yet |
| Contract Received | Signed contract or PO in hand; handoff triggered |
| Closed Won / Closed Lost / No-Bid | Won: billing starts. Lost or No-Bid: reason logged |
Takeaways
- CRM is not extra. CRM is the sales job file.
- Stage changes are events, not decorations.
- Follow-up is a dated human action.
SOPSOP Section 5 — Sales, Estimating & Bid ManagementSOP Section 6 — Systems, CRM & Automation