Salesforce Opportunity & Proposal Lifecycle

Current Flow + Proposed Pre-Delivery Enhancement

Current Flow
Proposed Changes
Rejection Scenarios
Opportunity
Proposal
Delivery
Interest
→

1. Opportunity Creation

Opportunity created in Interest stage from qualified lead or direct creation.

Proposal
Concept
→

2. Proposal Creation

Proposal created in Concept stage. Opportunity moves to Proposal stage.

Customer Decision
Proposal Shared
→

3. Proposal Sharing

Proposal shared moves to Proposal Shared. Opportunity to Customer Decision.

Agreement
Preliminary Agreement
→

4. Customer Agreement

Customer agrees. Proposal to Preliminary Agreement, Opportunity to Agreement.

Agreement
Agreement Signed
→

5. Agreement Signing

Agreement signed. Proposal to Agreement Signed. Opportunity remains Agreement.

Closed Won
Delivery
→

6. Delivery Creation (Current)

Create Delivery action moves opportunity to Closed Won. Other quotes cancelled.

🚫 Current Rejection Handling

  • Proposals can be rejected from any stage except Concept
  • Opportunity remains in current stage (no automatic change)
  • Manual Closed Lost button available from any opportunity stage
  • Once Closed Lost, all quotes become Cancelled
Opportunity
Proposal
Delivery
Interest → Proposal → Customer Decision → Agreement
→

Steps 1-5: Existing Flow

Same as current flow up to Agreement Signed proposal stage.

Awaiting Delivery Review
Pre-Delivery
→

6. NEW: Pre-Delivery Stage

Create Delivery action creates delivery in Pre-Delivery stage. Opportunity moves to "Awaiting Delivery Review" stage.

🔄 Pre-Delivery Review Actions

Reviewer has 3 action options:

Three Pre-Delivery Actions:

✅ APPROVE
Promote to Delivery stage → Opportunity Closed Won
🔄 REQUEST RESUBMISSION
With comments → Opportunity to "Revision from Pre-Delivery" → Salesperson decides approach
❌ REJECT FULLY
Close lost opportunity → Opportunity to Closed Lost
Closed Won
Delivery
→

7A. APPROVE - Final Delivery

Reviewer approves Pre-Delivery → Move to actual Delivery stage → Opportunity to Closed Won.

Revision from Pre-Delivery
Salesperson Task
→

7B. REQUEST RESUBMISSION - Salesperson Decision

Reviewer requests resubmission → Opportunity to "Revision from Pre-Delivery" → Salesperson receives task with comments.

Choice A: Direct Fix
Pre-Delivery (Resubmit)
→

7B-A. Choice A: Direct Correction

Salesperson makes corrections directly → Resubmit to Pre-Delivery for review → No proposal cloning.

Choice B: Clone
Withdrawn
Concept (Cloned)
→

7B-B. Choice B: Clone Proposal

Salesperson clones proposal → Original to "Withdrawn" → New proposal in "Concept" for major changes.

Closed Lost
Cancelled Quotes
→

7C. REJECT FULLY - Close Opportunity

Reviewer rejects fully → Opportunity to Closed Lost → All quotes become Cancelled.

🎯 Salesperson Decision Options

Two Options for Salesperson:

🔧 OPTION A: Direct Correction
Make corrections directly → Resubmit to Pre-Delivery → No proposal cloning
🔄 OPTION B: Clone Proposal
Clone for major changes → Original to "Withdrawn" → New proposal in "Concept"

🎯 Remaining Implementation Questions

  • Comments: How to link correction comments to proposals?
  • Visibility: Should withdrawn proposals remain visible or be archived?

Pre-Delivery Rejection Scenarios

Scenario 1: Request Resubmission

Trigger: Reviewer requests resubmission with comments

Action:

  • Opportunity moves to "Revision from Pre-Delivery" stage
  • Workflow trigger: Assign task to salesperson with reviewer comments
  • Salesperson reviews comments and decides approach manually

Salesperson Options:

  • Option A: Make corrections directly and resubmit to Pre-Delivery
  • Option B: Clone proposal for major changes → Original to "Withdrawn" → New proposal in "Concept"

Scenario 2: Reject Fully

Trigger: Reviewer determines order should be lost

Action:

  • Capture rejection reason/comment
  • Move opportunity directly to Closed Lost
  • All quotes become Cancelled
  • Pre-delivery item removed from active lists

Scenario 3: Pre-Delivery Approved

Trigger: Reviewer approves the delivery order

Action:

  • Move delivery to actual Delivery stage
  • Move opportunity to Closed Won
  • Continue with normal delivery process

🔄 Confirmed Workflow Process

Step-by-Step Flow:

  1. Reviewer → Reviews Pre-Delivery → Chooses from 3 actions
  2. System → Creates task for salesperson with comments (if resubmission)
  3. Salesperson → Receives task → Reviews comments
  4. Salesperson → Manually decides approach:
    • Option A: Direct correction & resubmit
    • Option B: Clone proposal for major changes
  5. Resubmission → Back to Pre-Delivery for review

Key Point: NO automatic proposal cloning - always manual salesperson decision

🔑 Implementation Considerations

  • New Opportunity Stages: "Awaiting Delivery Review" and "Revision from Pre-Delivery"
  • Three Pre-Delivery Actions: Approve, Request Resubmission, Reject Fully
  • Salesperson Decision Control: Manual choice between direct correction vs proposal cloning
  • Workflow Integration: Task assignment with reviewer comments
  • Proposal Status Management: Original proposal moves to "Withdrawn" when cloned
  • Comment System: Capture and transfer reviewer comments to salesperson