CRM configuration if you sell to companies, by project

Part of milestone 2 · Your starting configuration

In two lines: this is the configuration for a long cycle, few high-value leads and more than one person deciding. Copy it as is and adjust it after a month of real use.

It's yours if: you sell to companies, each operation is a project, the sale takes weeks or months and on the other side there's a committee, not a single person.

When you finish you'll have: your stages, your lost reasons and your fields written down, ready to load on screen.

The stages

Stage · probability · rotting days:

New lead 10% · 7 d — Qualified 25% · 14 d — Meeting held 40% · 14 d — Proposal sent 60% · 21 d — Negotiation 80% · 30 d — Won 100%

The lost reasons

Price · Timing, they postponed it · Chose the competition · Project cancelled · No budget · Didn't qualify, out of profile · No response

"Didn't qualify" is the one most often forgotten, and it's the only one that tells you you're investing badly in a source.

The custom fields

Companies: Industry (Select) · Number of employees (Select) · Area (Country)
People: Role in the decision (Select: decides / influences / uses / signs)
Deals: Service type (Select) · Estimated term (Select)

Don't put "who decides" as free text on the deal. Link all the committee's people to the same deal and mark each one's role: that way you can filter and cross it, which is exactly what you need to know whether you still have to talk to whoever signs.

How leads come in and how they're distributed

Source destination — Prospect inbox. With low volume and uneven quality, it's worth looking at each inquiry before it enters the funnel.
Assignment — A fixed person, or By territory if you sell by region.
Main channel — Email and scheduled meetings.

What to do with AI

The Qualifier performs very well here: it filters out what isn't your profile before it consumes your team's time.

With the Setter, careful: in consultative selling the first conversation is usually the commercial differentiator, and you may not want to delegate it.

What's next?

You have your numbers. Now load them: Set up the CRM foundations: team, funnel and custom fields.

Save this page. On day 30 you'll come back to it to adjust what reality has shown you, and having the "before" written down makes all the difference.

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