For project-based firms, a sale is not the finish line. It is where the project starts. Yet in many companies the CRM and the project tools do not know about each other, so the handover from sales to delivery is a meeting, an email and a lot of retyping.
What gets lost in the handover
- The history. Calls, site walks and the reasons the customer chose you are in the salesperson’s notes.
- The scope as sold. The quote has phases and prices, but the project plan is built again from scratch.
- The open promises. Follow-ups agreed during negotiation are easy to forget once the deal is closed.
Keep the deal and the project in one system
The simplest fix is to make the project a continuation of the deal rather than a new record:
- Log everything on the deal. Every call, email and meeting is recorded on the opportunity, so the whole team knows the story.
- Give follow-ups an owner and a due date. Nothing slips between “we should” and “who will”.
- Quote from the same system, phase by phase, so the scope you sold is the scope you plan.
- Turn the won deal into a project with one click, keeping the customer, the value and the history.
Measure what happens next
Once the project runs in the same system as the sale, you can see whether the margin you quoted is the margin you deliver, which is the most useful feedback a sales team can get.
In Qentrilo, the CRM module covers the pipeline, activities, follow-ups, meetings and quotes, and a won deal becomes a project with one click. Book a demo to see it with your own data.