AWRA Help Center

The CRM sits in front of the rest of Sales. A lead is someone who might buy; an opportunity (a deal) is a specific sale you are working on with a customer; the Sales Pipeline shows every open deal by stage. A won deal becomes a quote, and from there the normal quote, invoice and payment flow takes over.

Leads

1. Open Sales → Leads and press New Lead.
2. Enter the person and company, how to reach them, the source (Website, Referral, Event, Cold call, Email campaign, Social media, Partner or Other) and the owner who will follow it up.
3. Move the status as the conversation moves: New, Contacted, Qualified, or Disqualified. Converted is set for you.
4. Log calls, emails, meetings, notes and tasks on the lead. A task can have a due date and is ticked done when finished.

The lead list filters by status, source and owner, and searches by name. Converted and disqualified leads are hidden unless you ask for them.

Converting A Lead

Press Convert on the lead. Choose a new customer built from the lead’s details, or link an existing customer — the right choice when the person works for an account you already invoice, so statements and aging stay in one place. Tick Create opportunity to open a deal at the same time, with a title, an amount and a starting stage. The lead keeps a link to the customer.

Opportunities And The Pipeline

• Deals are listed under Sales → Opportunities with customer, amount, stage, probability, expected close date and owner, each with its own activity log.
• The Sales Pipeline board shows open deals in columns by stage, with each stage’s count and total, the open total and the weighted forecast — each deal’s amount times its stage probability, added up. Filter by owner or search.
• Money is kept per currency and never converted or added across currencies.
• A new workspace starts with New (10%), Qualified (25%), Proposal (50%), Negotiation (75%), Won (100%) and Lost (0%). Edit names, order and probabilities under Pipeline Stages.

Winning And Losing

Moving a deal to a Won or Lost stage closes it; a loss asks for the reason. Moving it to any other stage reopens it. Closed deals stay on the board for 90 days and remain in the opportunity list. A won deal with a customer has Create quote, which opens a new customer quote for that customer.

Permissions

• View CRM — see leads, opportunities and the pipeline.
• Manage CRM — create, edit, convert and move leads and deals, log activities, and edit pipeline stages.

Leads, deals, the pipeline and activities are also in the mobile app.

Common Mistakes

• Converting into a duplicate customer. Search the customer list first and link the existing record.
• Leaving the loss reason vague. “Other” tells nobody why business was lost; name the price, timing or competitor.
• Probabilities nobody checked. If deals in Negotiation close half the time, set that stage to 50% or the forecast overstates the quarter.