CRM

CRM Reporting

Go to CRM > Reporting > CRM Analysis.

Dimensions

• Salesperson, Team, Stage, Source, Country, Campaign, Tag.
• Expected Closing Date, Created Date, Won Date.
• Product Category (if linked to quotations).

Measures

• Expected Revenue, Won Revenue, Count of Opportunities.
• Weighted Revenue (probability-adjusted).
• Average Deal Size.
• Win Rate (Won / (Won + Lost)).
• Sales Cycle Length (days from creation to won).

Key Dashboards

• Pipeline Analysis – Revenue forecast by stage and team.
• Lead Source Analysis – Which channels generate the most revenue.
• Lost Analysis – Reasons for lost deals. Improve processes.
• Cohort Analysis – Conversion rate over time from lead creation.
• Activities Analysis – Completed vs overdue activities per salesperson, useful for coaching on follow-up discipline separately from raw revenue numbers.

Best Practices

• Review pipeline every Monday morning – move deals that stalled.
• Keep lost reasons accurate – data drives process improvement.
• Set probability realistically (50% = needs proposal, 90% = verbal commit).
• Use automated next activities to never drop a follow-up.
• Reconcile CRM's "Won" total against Sales' actual invoiced revenue monthly – a gap usually means Won opportunities aren't being converted to quotations promptly.

CRM > Configuration > Settings

Lead Management

Pipeline

• Recurring Revenues – Turn on MRR/ARR tracking on opportunities (see the Recurring Revenue Opportunities article).
• Predictive Lead Scoring – see above.
• Team Targets – Enables the invoicing-target progress bars on team kanban cards.

Communication

• Live Chat – Website visitors chatting with sales can be auto-converted to leads.
• WhatsApp – If the WhatsApp integration is installed, conversations can also create/update leads.
• Email Templates – Standard follow-up emails sent from an opportunity's chatter.

Lost Reasons

CRM > Configuration > Lost Reasons – maintain the list salespeople choose from when marking a deal Lost. Keep this list short (5–8 options) and mutually exclusive so the Lost Analysis report stays meaningful — a long, overlapping list makes the data useless for spotting real patterns.

Tags

CRM > Configuration > Tags – free-form labels (e.g. product line, campaign, deal size band) usable in assignment-rule domains and as a reporting dimension alongside Stage/Team/Source.

Organising Your Sales Force

Go to CRM > Configuration > Sales Teams.

Creating a Team

• Team Name and Team Leader (manager who sees all team pipelines).
• Members – Salespeople who see this team's leads/opportunities in "My Pipeline".
• Email Alias – Incoming emails to this address auto-create leads assigned to the team.
• Website – If multiple sites, which one's contact forms feed this team.
• Invoicing Target – A monthly revenue target shown as a progress bar on the team's kanban card.

Individual Targets

Beyond the team-level target, each salesperson can have a personal monthly target set on their user record (or via a dedicated Target wizard, if enabled), so managers can compare individual attainment inside a shared team goal.

Commissions

Quickenerp doesn't compute sales commissions natively out of the box; commission plans are typically modelled with a dedicated commission-tracking module (linked to Won opportunities/invoiced sales) or calculated externally from the CRM Analysis report's Won Revenue by salesperson.

Team Dashboard

The CRM > Sales Teams kanban view is a manager's home screen: each card shows the team's pipeline total, won-this-month revenue vs target, and a mini activity feed. Click a team card to drill into just that team's pipeline.

Activities & Scheduling

Adding Activities

1. Open an opportunity.
2. Click Schedule Activity.
3. Choose Activity Type: Call, Meeting, Email, To-Do, Demo, Follow-up.
4. Set Due Date, Assigned To, Summary.
5. Click Schedule. It appears on the user's dashboard and calendar.

Activity Types

Go to CRM > Configuration > Activity Types. Create custom activities. Each can have:

• Default summary and description.
• Action (Upload file, Call, Send Email).
• Trigger next activity (auto-schedule follow-up after call).

Next Activity Automation

In Settings, enable "Next Activity Automation". When an activity is marked done, Quickenerp schedules the next activity automatically. Example: "Call" done → schedule "Send Proposal" activity.

Email Logging

Configure the CRM email alias in Settings. Emails sent to the alias auto-create leads or log as messages on existing opportunities.

Meeting Scheduler

From an opportunity, click Meeting to open the calendar and book time directly with the contact, optionally sharing a booking link so the prospect self-selects a slot (if the Appointments app is installed).

Overdue Activity Handling

Opportunities with an overdue activity show a red activity icon in kanban. Use the Activities filter/group-by on the pipeline to see "Overdue" vs "Today" vs "Planned" at a glance — this is the single best daily habit for keeping a pipeline from going stale.

Selling Subscriptions Through the Pipeline

If your business sells recurring plans (monthly/annual contracts) rather than one-time deals, enable Recurring Revenues in CRM > Configuration > Settings.

• Each opportunity gets a Recurring Plan field (Monthly, Yearly, etc.) and a Recurring Revenue amount, tracked separately from one-time Expected Revenue.
• Forecast and reporting views can then show MRR (Monthly Recurring Revenue) and ARR (Annual Recurring Revenue) pipeline separately from one-off project revenue.
• When Won, a recurring opportunity typically links to a Subscription in Sales rather than a single invoice — see the Sales course's "Recurring Contracts & Subscriptions" article for the billing side.

Pipeline Management

Stages

Go to CRM > Configuration > Stages. Default stages:

• New / Incoming
• Qualified
• Proposal Sent
• Negotiation
• Won / Closed
• Lost

Customizing Stages

• Reorder stages by sequence number.
• Set Probability % per stage (auto-calculates expected revenue).
• Set Requirements – E.g. "Proposal Sent" requires a linked quotation.
• Stages can be marked team-specific, so each team can run a different pipeline shape (e.g. a renewals team needs fewer stages than a new-business team).
• Fold a stage in kanban settings to collapse it by default once most deals have moved past it, keeping the board focused on active work.

Moving Opportunities

• Kanban: Drag and drop between stages.
• List: Edit the stage field directly.
• Form: Click the stage progression bar at top.

Marking Won / Lost

• Click Won – Opportunity closes. Quickenerp can auto-create a customer and/or quotation if configured.
• Click Lost – Select a Lost Reason (mandatory if configured). Add notes. The opportunity is archived.
• A lost opportunity can be Restored from the archive if the deal comes back later — nothing is deleted, just archived.

Forecasting

The pipeline kanban shows the total expected revenue per stage. Weighted amount = Expected Revenue × Stage Probability %. The "Forecast" view shows this by salesperson, team, and month, and is the number most sales managers use for monthly revenue projections rather than raw pipeline value.

Duplicate & Similar Opportunity Warnings

When creating an opportunity for a company that already has one open, Quickenerp flags it so you don't run two competing deals with the same customer by accident. Review and merge if it's genuinely the same deal, or keep both if they're separate projects.

Getting Leads to the Right Salesperson

There are three ways new leads reach a salesperson: manual assignment, assignment rules, and self-service pickup.

Manual Assignment

Open the lead → set Salesperson and Sales Team directly. Fine for low volume or when a manager wants to hand-pick every assignment.

Assignment Rules (Automatic)

Go to CRM > Configuration > Sales Teams → open a team → Assignment Rules tab.

• Domain – A filter deciding which leads this team is eligible for (e.g. country = "Pakistan", or a specific UTM source).
• Assignment Method – Balanced (round-robin so everyone gets an equal count) or Manual.
• Per member, a Capacity can be set (e.g. max 20 open opportunities) so the round-robin skips people who are already overloaded.
• The Lead Assignment scheduled action runs this logic periodically (Settings → Technical → Scheduled Actions).

Territory-Style Domains

Quickenerp doesn't have a separate "Territory" model — territories are implemented as assignment-rule domains, typically on Country, State, or a custom Tag field. Common patterns:

• One team per country/region, domain filters on country_id.
• One team per product line, domain filters on a lead Tag set during lead capture (e.g. from a product-specific landing page).
• One team per language, domain filters on the contact's lang.

Self-Service Pickup

If a team has no assigned salesperson set as default, unassigned leads sit in a shared "My Pipeline" filtered-out pool visible to the whole team; any member can open one and click Assign to Me. Useful for smaller teams that prefer first-come-first-served over strict rules.

Leads and Opportunities

Creating a Lead

1. Go to CRM > Leads → Create.
2. Subject – Describe the inquiry (e.g. "Website contact re: pricing").
3. Contact Name – Person who inquired.
4. Email / Phone – Contact info.
5. Company – If B2B. Quickenerp auto-creates or links a partner.
6. Source – Where the lead came from (Website, Referral, Event, Call).
7. Campaign – If using mass mailing/email marketing.
8. Description – Full inquiry details.

Note: the Leads menu is hidden by default. Enable it in CRM > Configuration > Settings > Leads if you want a separate unqualified-inbox step before opportunities; otherwise every new record goes straight into the pipeline as an opportunity.

Converting a Lead to Opportunity

1. Open the lead.
2. Click Convert to Opportunity.
3. You can:

• Merge with an existing customer.
• Create a new customer.
• Assign a salesperson and team.

Lead Deduplication

Quickenerp shows similar leads when you create one. Merge duplicates: select both leads → Action > Merge. Choose the master record; non-master data is discarded.

Lead Scoring & Automation

Enable Lead Scoring in Settings. Quickenerp auto-assigns a score based on lead source, email opens, website visits, and profile data. Create automated actions in Settings → Technical → Automated Actions to route high-scoring leads to specific teams.

Lead Enrichment

When a lead is created with just an email domain, Quickenerp can automatically enrich the record with company size, industry, and logo (IAP-based lookup). This helps qualify a lead before a salesperson even calls.

The CRM Module

Go to CRM from the main dashboard. The CRM module manages the customer relationship lifecycle from first contact to closed deal.

Core Concepts

Views in CRM

• Pipeline (Kanban) – Default view. Drag opportunities between stages.
• List – Tabular view with all fields.
• Calendar – Activities by date.
• Graph – Revenue forecast, lead sources, win rate.
• Cohort – Analyze conversion by lead creation date.
• Map – Plot opportunities geographically (useful for field sales route planning).

Navigation Tips

• Use Filters: My Pipeline, Won/Lost This Month, High Priority.
• Use Group By: Stage, Team, Salesperson, Expected Closing Month.
• Toggle Forecast to see weighted revenue per stage.

Where CRM Fits

CRM sits upstream of Sales: an opportunity that is Won typically becomes (or links to) a quotation in the Sales app. If you only need to send quotations without managing a pipeline of unqualified leads first, the Sales app alone is enough — CRM adds the pre-sale funnel (lead capture, qualification, nurturing, forecasting) on top of it.