Sales / CRM Manager Guide

The CRM module in CMO ALTO gives sales teams a complete toolset for managing the full customer lifecycle — from lead capture to deal closure and ongoing relationship management.

Core capabilities

• Lead capture and qualification workflows
• Kanban-style pipeline management
• Contact and company database
• Deal tracking with revenue forecasting
• Activity logging (calls, emails, meetings)
• Sales analytics and performance dashboards

Your home is the CRM Dashboard with pipeline and performance metrics.

• Pipeline Summary — deals by stage with total values
• My Activities — today's calls, meetings, follow-ups
• Hot Leads — highest-scoring leads requiring attention
• Win/Loss Ratio — personal and team performance

• /crm — CRM overview and pipeline dashboard
• /crm/leads — Lead list and kanban board
• /crm/leads/[id] — Individual lead detail with activity timeline
• /customer-profile — Unified customer 360 view
• /analytics — Sales analytics and forecasting

Managing a New Lead

1. Leads enter via web forms, email, or manual entry in CRM → Leads.
2. Review lead details and assign a lead score based on qualification criteria.
3. Assign the lead to a sales rep or claim it yourself.
4. Log initial contact activity (call, email).
5. Move the lead through pipeline stages as engagement progresses.

Closing a Deal

1. When a lead is ready, convert it to a Deal with an expected value and close date.
2. Create and send a proposal or quote.
3. Track negotiation notes and update the deal stage.
4. On agreement, mark the deal as Won — this triggers invoicing workflows.

• Use lead scoring to prioritise high-value prospects.
• Log every interaction — calls, emails, meetings — for complete relationship history.
• Set up automated follow-ups to never miss a touchpoint.
• Review pipeline weekly with your team using the kanban board view.
• Connect marketing campaigns to track lead source ROI.