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When the customer accepts, the quote should be converted into an order and the sales opportunity closed as won. Here are the steps that keep the figures in order.
Use the function to close the quote as won instead of creating an order manually. This creates the order with the line items from the quote and preserves the links.
If anything was negotiated in the final round, it must be included in the order. An order that differs from what the customer believes they purchased will not be discovered until invoicing.
This should happen automatically, but verify it. A sales opportunity that remains open after the order has been received inflates the pipeline and undermines the forecast.
Write one sentence about what determined the outcome. Over time, this is the most valuable sales data you have, and it only exists if someone writes it down then and there.
Clarify who is taking over and what they need to know. The handover from sales to delivery is where the customer experience most often falls short.
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Published 9/29/2025
Jets Group was looking to modernize its business systems and planned to start with ERP. Along the way, it became clear that the foundation for growth lay not in the technology, but in understanding and improving customer processes.
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