Docs / Deal
Every CRM has a different name for Deals. Deals in the PRO model are typically synonymous with Opportunities (Salesforce, Close.io) or Potentials (Zoho) that have been Qualified. Hubspot calls their record a Deal as well.
A deal is our attempt at winning a sale and is the central nexus with which all business activity orients.
Unqualified Leads
If the lead has not met the business’s criteria for qualification, then it is not a deal, and it is therefore not included in the Bottom of Funnel analysis. With PRO, a “Deal” is always a “Qualified Deal”. Whether there exists a physical Opportunity or Potential record in the CRM is immaterial. What matters is when a Deal has been qualified. When performing a PRO bottom of funnel analysis, you will only look at these qualified deals.
Consistent Qualification
In order to get an accurate future prediction, it is necessary that all of the deals in a pipeline use the same qualification criteria. As a part of an PRO implementation, you would define your criteria for qualification.
Open or Closed
A Deal in PRO is only ever Open or Closed. When Open, it is either New or Active. When Closed it is either Won or Lost.
This is a universal method of tracking deals that apply to any business.
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PredictableRevOps.org maintains the documentation of the PRO Framework and provides training certification for Partners and clients that wish to use PRO within their businesses.
PRO is sponsored by SalesInsights.io, a reporting and dashboard tool implementing the PRO Framework.
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