Overview

What it is: A structured CRM pipeline optimization system that turns messy deal tracking into a disciplined, measurable process.

Goal: Standardize stages, enforce required fields, automate stage updates, score leads, and produce revenue visibility via forecasting + dashboards.

Who it helps: Founders and sales teams who need real-time clarity on pipeline health, rep conversion, and realistic revenue.

Architecture (4-layer revenue system)

1. Pipeline standardization (structural layer)
   • Enforces non-negotiable stages:
     1. New Lead (Unqualified)
     2. Qualified – Discovery Booked
     3. Discovery Completed
     4. Proposal Sent
     5. Negotiation
     6. Verbal Commit
     7. Closed Won
     8. Closed Lost
   • Each stage has:
     • Clear entry criteria
     • Required fields
     • Defined next action
   • Prevents “vague stage” drift (Contacted/In Progress/etc.).
2. Automation + stage enforcement
   • Removes manual update failures with trigger-based stage movement:
     • Calendar booked → Discovery Booked
     • Meeting completed → Discovery Completed
     • Proposal sent → Proposal Sent
     • Invoice issued → Verbal Commit
     • Payment received → Closed Won
   • Eliminates stale deals and inaccurate pipeline reporting.
3. Lead scoring engine (deal prioritization)
   • Dynamic scoring from 3 signal groups:
     • Firmographic (size, industry, revenue, funding)
     • Behavioral (opens, clicks, attendance, response speed)
     • Sales interaction (objections, budget clarity, decision-maker presence)
   • Example weighting:
     • 0.4 firmographic + 0.3 behavioral + 0.3 interaction
   • Auto-tags:
     • 🔥 High Priority (80+)
     • 🟡 Medium (50–79)
     • 🔵 Low (50)
   • High-priority deals trigger Slack alerts.
4. Forecasting + executive dashboard
   • Computes:
     • Total pipeline value
     • Weighted pipeline value
     • Close rate by stage
     • Avg cycle length
     • Revenue by rep
     • Revenue by source
     • Stuck deal alerts (no movement in X days)
   • Weighted forecast:
     • Weighted Revenue = Deal Value × Stage Close Probability
     • Example: $10,000 × 0.40 = $4,000

How it works (step-by-step)

1. Lead enters CRM
   • Source: inbound, outbound, manual add, import.
   • Auto-assign: owner, initial stage, baseline score, source tag.
2. Required field enforcement
   • Blocks stage movement unless key fields exist (budget, timeline, decision-maker, notes).
3. Automated activity tracking
   • Tracks last contact date, next task date, engagement score, activity log.
   • If no activity for X days → “Stalled” flag + reminder (manager notify optional).
4. Deal aging monitor
   • Calculates days-in-stage and flags deals exceeding expected time.
   • Shows “At Risk” list in dashboard.
5. Weekly snapshot generator
   • Auto-summary: new deals, stage movement, lost deals, forecast delta.
   • Delivery: Slack, email, and/or sheet dashboard.

Key components (conceptual)

• crm_framework/pipeline_structure.json
• crm_framework/stage_rules.py
• crm_framework/auto_stage_triggers.py
• crm_framework/lead_scoring_engine.py