Skip to main content
Sales: Introduction

This article introduces the sales topic and which levels of the CRM Hierarchy it will focus on.

Isobel Honour avatar
Written by Isobel Honour
Updated over a week ago

In this guide, we'll be focusing on records/functionality which help you better manage your Sales Opportunity process.

The CRM is a hierarchical database which can be explained visually with the tree structure.

The two records we'll be focusing on in this section are Opportunities (third level from top) and Quotes (interactions at the very bottom).

Standard CRM Hierarchy in Prospect


Opportunities are used for sales opportunity tracking

Opportunity icon in Prospect CRM

Where there's the potential to sell to a customer, prospect etc., an Opportunity should be created directly under the Contact you're speaking to.

Opportunities are used to track a sales opportunity, or potential sales opportunity, from the moment you decide a client is interested in a product of yours, right through to you winning or losing the sale.

At the Opportunity level, we capture some basic information, such as a description of the Opportunity, the potential size and margin of it, the date you expect it to be ordered and the likelihood that the customer will order it by that date. The combination of all these details being filled in allows for more accurate, intelligent sales forecasting, so it’s important to fill in as much as you can.


Quotes are used for order processing

Quote icon in Prospect CRM

During the Sales Opportunity process, you'll need to provide your customers with pricing information. Quotes in the CRM can be created under either an Opportunity or directly under a Contact, and are used to store products and prices that the customer is interested in. 

Once the customer's happy with the Quote, you can process this through to your Inventory Management, Accounting or ERP system that's integrated to the CRM.

Did this answer your question?