Handoff to sales is a part of the lead management process. The lead moves to this stage automatically after qualification. Contact the customer and find out more about the potential opportunity. After estimating the customer's potential, you can hand the customer over to a particular sales manager taking into consideration the manager qualification and profile. As a result, you can run the handoff or proceed to order for this customer. If the customer has a postponed interest, you can return the lead to the distribution and continue nurturing.
At this stage a task is created in bpm'online displayed on the workflow bar. Execute the task by clicking its name or the [Complete] button. This task fields will be populated as follows:
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[Subject] – ”Contact the customer and specify the need, budget, and customer decision-making role.”
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[Owner] – the employee responsible for distribution. If the owner is not specified at the stage of distribution, the field will be populated with the name of the task author.
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[Reporter] — the employee who created the task.
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[Start] — time when the lead proceeds to handoff (in other words, selecting distribution result [Proceed to handoff]).
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[Due] — the expected time for the sale to be completed.
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[Show in calendar] — an attribute that determines whether the task is displayed in the calendar
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[Priority] — the task priority, for example, “Medium”
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[Category] — the task, for example, “To do”
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The [Lead], [Contact] and the [Account] fields of the [Connected to] detail are also populated in the task.
The further process flow depends on the task result.
If you are ready to start the handoff for the customer, select the “Proceed to handoff” task result. The system will ask you to enter additional notes for the handoff. After that, a new task will be created to enter information about proceeding the lead to handoff. While executing it, populate the following fields.
| Need type | Customer need type that was specified in the lead. |
| Budget, base currency | Specify expected expected opportunity budget in the base currency. |
| Sales owner | Select the sales manager assigned as the owner for the opportunity. The contacts who have users created in bpm’online are displayed in this field. |
| Sales division | Select the division that handles the opportunity, for example, direct sales department or affiliate sales department. |
| Meeting date and time | Specify date and time of the first meeting with the customer. |
| Decision timeline | Date and time when the customer is ready to make a decision about the opportunity. |
| Notes | Additional notes about the handoff. Information specified in the [Result details] field of the lead proceed to handoff page will be displayed here. Once the page is saved, you can see the specified note in the lead feed. |
The data entered will be displayed in the [Lead proceed to handoff] field group on the [History] tab of the lead page. You can edit it later.
Once the page is saved, the note about the handoff will be added to the lead details. The lead then proceeds to the “Awaiting sale” stage. On the lead page, the “Sales-ready” need maturity will be set.
Back to distribution
If the customer is not interested at the moment, but communication with the customer is still available and the possibility to close the opportunity still exists, complete the “???” task and select “Back to distribution” in the [Select results] field of the task completion mini page. In this case, the lead will return to the “Distribution” stage, and the “Discovered” need maturity is set on the lead page.
Task reschedule
If you need to postpone the task for some defined period, complete it and select “Rescheduled” in the [Select results] field of the task completion mini page. The lead will remain at the “Handoff to sales“ stage. When you begin working on the process again, a new task for proceeding to handoff will be created.
Not interested
If the customer need is not confirmed, complete the “???” task and select the “Not interested” in the [Select results] field of the task completion mini page. In this case, the “Not interested” need maturity will be set on the lead page. The lead will remain at the “Handoff to sales“ stage. Later on, after the customer's need is renewed, you can continue working according to the process.
See also
