SALES / WORKFLOW GUIDE
Sales enquiry qualification and follow up
Turn incoming enquiries into complete, assigned sales records
The challenge
Enquiries arrive through emails, website forms, and spreadsheets. Sales teams repeatedly copy contact details, check whether a lead already exists, and ask for missing information. Without a consistent process, promising enquiries can sit unanswered.
The workflow
New enquiries enter a shared intake queue. The workflow organises the contact details, requested service, location, expected timing, and any stated budget. It checks for duplicate records and highlights missing information.
Each enquiry is then categorised using agreed qualification rules. A suggested owner, next action, and draft response are prepared for the sales team.
- Receive enquiry
- Extract and validate
- Assign and draft reply
Turn a vague request into a useful first call
For example, an email says, “We need help automating our monthly reporting.” The workflow checks whether the sender already has an open opportunity, records the request, and identifies what is missing: source systems, reporting frequency, and the main bottleneck.
It drafts a short reply asking for those details and suggests the appropriate salesperson. When answers arrive, they update the same record rather than creating another lead. The salesperson gets a call brief with the customer’s own answers and unresolved questions, then approves the response.
Human review
A salesperson approves outgoing messages and qualification decisions.
How to measure improvement
Track first response time, incomplete records, overdue follow ups, and the proportion of enquiries reaching a qualified conversation.