Pomio Insights
Articles on pipeline hygiene, deal fields and follow-up habits that keep a shared sales pipeline honest. Answer-first, from Pomio CRM.
Not as a hard block, but yes as an agreed review threshold. When one person owns more open deals than they can follow up with a dated next step, the pipeline fills with deals nobody is working. Agree a number per role and review it weekly.
Yes. A report or dashboard that several people rely on needs one named owner who keeps its filters, definitions and recipients correct, and who decides when it is changed or retired. Personal views can stay personal.
Yes. Renaming, adding, merging or removing a pipeline stage changes what every open deal and every report means. Agree the change with sales and management first, decide where open deals move, note the date, and only then change the CRM.
Not by default. Track a deal when there is a real sales decision to win or lose, such as a quote or a negotiation. Small repeat orders without a sales conversation belong in the order or invoicing system, so win rate, cycle time and forecast keep describing real selling.
Yes, for every business customer and serious prospect. A registration number such as a Dutch KvK number is the most reliable way to recognise the same company, which prevents duplicates and makes imports, merges and invoicing easier.
Yes, as soon as you sell more than one thing. Give every deal a product line from a short fixed list, choose it no later than the quote, and use it to compare pipeline, win rate and loss reasons per offer.
Yes, as soon as you quote in more than one currency. Record the currency on each deal as a fixed choice, keep the amount in the currency the customer was quoted in, and convert only in reports, with a stated rate.
To a person. A task assigned to a whole team usually belongs to nobody. Let a team share the incoming work if you like, but give every task one named owner and a due date as soon as someone has to act on it.
Yes, if you sell contracts that run out or renew. Record the end date and notice period once, create the renewal as its own deal well before the notice deadline, and give one person a task to start the conversation.
Usually not. For a holiday or a short absence, keep the owner, name one stand-in, write a handover note and assign the next tasks to that colleague. Reassign ownership only when the absence is long or the person is leaving.
Only when there is a real buying conversation: a named contact, a concrete need and an agreed next step. Converting every lead into a deal fills the pipeline with noise and makes the forecast unreliable.
Both, but for different questions. Use the close date for revenue, won deals and forecasts, and the created date for new pipeline and conversion. Write the choice on every report so the numbers stop disagreeing.
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