CRM

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.

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.

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.