Manage sales pipeline follow-up
Maintain a relevant, consent-respecting next action for each active opportunity and stop or change outreach when evidence shows it is no longer useful or welcome.
| Field | Value |
|---|---|
| Business area | sales-leasing |
| Primary role | sales-leasing-manager |
| Frequency | daily |
| Privacy sensitivity | high |
| Security sensitivity | low |
| Compliance review | needed |
Trigger and handoff
Trigger: An active opportunity reaches its next-action date or receives a new response.
Inputs
- Opportunity history
- Prospect communication preference
- Agreed next action and current availability
Outputs
- Completed relevant follow-up
- Updated next step or closed status
- Escalated operational question
Current manual methods
- Personal reminders
- Bulk email sequence
- Stale CRM task list
Human judgment and approvals
-
Choose a useful message and channel from context
-
Decide when to pause or close rather than chase
-
Approval: Sales manager approves exceptional outreach after an objection or formal complaint
Failure modes
- Automated messages ignore a recent response
- Activity is recorded without advancing understanding
Success metrics
- Active opportunities have a meaningful dated next action
- Opt-outs and closure decisions are honored