Sales Manager — CRM guide

1Check what your sign-in can do #

Where Your name, top right » Profile

1. Open your company's address in the browser — it looks like yourcompany.tarleaks.com.
2. Type the e-mail address your administrator set up for you, then your password.
3. You land on the app launcher: a grid of the apps your company uses.
4. Click the CRM tile.
5. Click your name in the top-right corner and choose Profile.
6. Read the roles panel.

You should see It says Sales Manager. The team's pipeline, the forecast, discount approvals and moving a deal to somebody else are yours.

Watch out If you were expecting to change a threshold or release a payout and cannot, that is the design rather than a missing setting.

Worth knowing Two things are deliberately not yours: changing the threshold that made a discount need approving, and releasing commission money. Both would let you decide your own team's outcome.

2Open the team's whole pipeline #

Where CRM » Opportunities

1. In the left menu under CRM, click Opportunities.
2. Read the four boxes across the top.
3. Click a box — Won, for example — to narrow the list to it.
4. Click it again to clear the filter.

You should see Every deal your team owns is here — not only your own. That is the difference between this sign-in and a rep's.

Watch out The filter you click is written into the web address. Copy the address and a colleague opens exactly your view, not the default one.

Worth knowing The box you click is written into the web address, so you can send a colleague the exact filtered list you are looking at.

3See the same deals as a board #

Where CRM » Pipeline Board

1. In the left menu, click Pipeline Board.
2. Read the totals in each column header.
3. Open a card to read the deal.

You should see Where the money is stuck becomes a shape you can see, instead of a report you have to read.

Watch out The board shows one pipeline at a time. If your team sells through two, check both before deciding the quarter is fine.

4Read the forecast the deals produce #

Where CRM » Forecasts

1. In the left menu, click Forecasts.
2. Choose the period.
3. Read the weighted pipeline, then the attainment against quota.

You should see Nothing here is typed in. It comes from the same deals on the board, so the forecast and the board can never tell two different stories.

Watch out The forecast is only as good as the close dates. A pile of deals whose close date is 'end of quarter' is a forecast nobody should sign.

5Read the quota the forecast is measured against #

Where CRM » Forecasts

1. Stay on Forecasts.
2. Read the quota line for the period and for each person.

You should see Attainment on its own is a number without a meaning. The quota is what gives it one.

Watch out A quota that was never set reads as zero, which makes attainment look infinite. Check the quota exists before you celebrate.

6Work the approvals queue #

Where CRM » Approvals

1. In the left menu, click Approvals.
2. Click the Pending box to narrow the list.
3. Use Approve or Reject on a row.
4. Write the note — it stays on the record.

You should see As a reviewer you see everybody's requests, not only your own. The note you write stays on the record.

Watch out Rejecting sends the rep back to edit the quote and ask again. It does not kill the deal, so say what would make it a yes.

7Read what was actually asked for #

Where CRM » Approvals » a pending row

1. Open a pending request.
2. Read the dimension, the requested value, and the threshold.

You should see You are approving a number against a rule someone else set, which is what makes the decision defensible a quarter later.

Watch out The threshold was set by your administrator, not by the rep. If it is consistently wrong for your market, that is a conversation with them — not a reason to approve everything.

8Check what the team is owed #

Where CRM » Commissions

1. In the left menu, click Commissions.
2. Read the plans, then the payouts waiting to be approved.

You should see You can answer 'what am I getting' before it is asked, and spot a payout that looks wrong before it is paid.

Watch out You can read these and check them. Releasing the money is somebody else's action, so raise a wrong figure rather than trying to fix it here.

9Keep the team list right #

Where CRM » Teams

1. In the left menu, click Teams.
2. Expand a team to see its members and the date each joined.
3. Use Add member to bring somebody in, and the remove icon to take them out.

You should see The team-wide pipeline you rely on is only as right as this list. A rep who was never added does not appear in your numbers.

Watch out Removing somebody from the team removes their deals from your team view. The deals are not deleted — they are simply no longer yours to see.

10See why a record landed where it did #

Where CRM » Territories

1. In the left menu, click Territories.
2. Read the priority beside each territory and the rule underneath it.

You should see You can answer 'why did that lead go to Dubai' without opening a ticket with your administrator.

Watch out You can read these. Changing them is your administrator's — which is why 'why did that lead go there' is a question you can answer yourself but not act on alone.

11Move a batch of deals in one action #

Where CRM » Opportunities

1. Open Opportunities.
2. Filter to the set you are moving — one owner, one stage, one close month.
3. Tick the header box to take everything the filter left.
4. Use the bar at the bottom.

You should see A rep leaves, a territory changes, a stage is renamed — the whole affected batch moves at once, and each deal is still checked on its own.

Watch out Filter first. Ticking the header box on an unfiltered list selects far more than you meant, and the bar's count is the only warning you get.

12Releasing commission money is not yours #

Where CRM » Commissions

1. Open Commissions.
2. Look at a payout waiting for approval: there is no action on it for you.

You should see Seeing what your team earned and releasing the money are deliberately different authorities — otherwise your own team's payout would be your decision.

Watch out This is the control that stops a manager signing off their own team's — and often their own — money.

13Changing the approval thresholds is not yours #

Where CRM Admin » Approval matrix

1. Try to open the approval matrix.
2. The product answers with a card saying this sign-in does not have access.

You should see A manager who could raise the threshold could waive their own approval. Then it would not be an approval.

Watch out If a threshold is genuinely wrong for your market, ask your administrator and say why. The answer is a policy change, not a workaround.

14Changing what a lead scores is not yours #

Where CRM Admin » Lead scoring

1. Try to open lead scoring.
2. The same card appears.

You should see Scoring decides which leads reach your team. The person measured on the result does not get to set the rule.

Watch out You can see the score on every lead. You just cannot change what produces it — which is what makes the score comparable across the team.

15Publishing a booking page is not yours #

Where CRM » Booking Pages

1. Try to open Booking Pages.
2. The same card appears: this sign-in does not have access.

You should see What a customer is shown in your company's name is set once, by the administrator — not differently by every manager.

Watch out If your team needs a booking page of their own, ask your administrator for one. What a customer sees in the company's name is set in one place on purpose.