What matters
A commercial record should identify the request, source, owner, stage and next action. Keep the information tied to the opportunity rather than relying on a long message history that does not explain what needs to happen.
Put it into practice
- Define essential sales fields
- Record the next agreed action
- Review incomplete opportunities
An example in practice
An estimator opens a record and sees the service, property location and visit agreed with the customer, without restarting the initial conversation.
What to track
Count records missing an owner or next step.