CRM in NetSuite — Leads, Opportunities & Activities

Manage the pipeline — not the spreadsheet. Master NetSuite CRM for sales teams — leads, prospects, opportunities, activities, quotes, and pipeline reporting — drawn from Awatay CRM implementation experience. 6 hrs · 2 sessions · Foundation. Overview NetSuite CRM is frequently underused by sales teams — not because it lacks capability, but because the training at go-live focused on features rather than on the actual sales workflow. Salespeople who were never shown how to manage their pipeline in NetSuite revert to spreadsheets within weeks. The CRM investment is wasted. This course is built directly from Awatay CRM implementation experience and focuses on the workflow that makes a CRM valuable: capturing leads consistently, moving opportunities through a meaningful pipeline, logging activities that build the customer record, and producing forecasts that sales leadership can trust. Every exercise uses realistic African B2B sales scenarios. Learning outcomes • Manage leads, prospects, and customers through the NetSuite CRM pipeline consistently • Log activities and set follow-up tasks that build the customer record and protect deal history • Create quotes and convert accepted quotes to sales orders without re-entering data • Maintain forecast accuracy through correct stage and probability management • Use CRM pipeline and activity reports to manage team performance and forecast reliability Prerequisites • NetSuite Navigation & Personalisation course or comfortable with the NetSuite interface • Basic familiarity with sales process concepts (lead, opportunity, quote, close) • No technical NetSuite knowledge required Modules 1. Leads, prospects, opportunities & the CRM pipeline (3 hours) The NetSuite CRM entity hierarchy: lead, prospect, customer — what each means, what triggers the transition between them, and why the distinction matters for reporting and forecast accuracy. Creating a lead: source, industry, initial contact details, and the assignment to a sales rep. Qualifying and converting a lead: what qualification means, how to convert a lead to a prospect, and the opportunity record that is created in the process. The opportunity record: the fields that matter — stage, probability, expected close date, amount, and forecast category. Why probability matters: how NetSuite uses stage probability to calculate the weighted forecast and why inaccurate stages corrupt the forecast. Activities: phone calls, tasks, and events — how to log an activity against a customer or opportunity, add a note, and set a follow-up task so nothing falls through. The relationship between activities and the opportunity: how a well-maintained activity log tells the story of the deal and protects the company if the rep leaves. The sales dashboard: the pipeline by stage portlet, activities due today, and the opportunities closing this month. CRM dashboards for managers: the team pipeline view, win/loss rates, and activity volume per rep. Topics: Lead-prospect-customer hierarchy; Lead creation; Lead qualification; Opportunity record fields; Sales stages; Probability and weighted forecast; Forecast categories; Activity logging; Follow-up tasks; Activity notes; Sales rep dashboard; Manager pipeline view; Win/loss tracking 2. Quotes, orders & CRM reporting (3 hours) Creating a quote from an opportunity: how the quote inherits the opportunity data, adding line items (products, services, pricing), applying a discount, and generating the PDF to send to the customer. Quote approval: when a quote requires approval before sending and how the approval workflow works. Quote acceptance and the order conversion: how a customer-accepted quote becomes a sales order in one click with no re-entry. The quote-to-order conversion: verifying the order, the payment terms, and the delivery commitment. Lost opportunities: recording the close reason, the competitor who won, and how that data feeds the win/loss analysis. Forecast discipline: the difference between commit, best case, and pipeline classifications and how to enforce consistent usage across the team. The pipeline report: viewing opportunities by rep, by stage, by close month. The activity report: ensuring sales reps are making enough contacts to support their pipeline. The campaign report: tracing leads back to their source to measure marketing ROI. The customer record as the CRM hub: all transactions, all activities, all communications visible in one place for every customer interaction. Topics: Quote creation; Line items and pricing; Discount application; Quote PDF; Quote approval; Quote-to-order conversion; Lost opportunity recording; Close reason tracking; Competitor tracking; Forecast discipline; Commit vs best case; Pipeline report; Activity report; Campaign attribution; Customer 360 record Delivery Best delivered to the full sales team together — shared vocabulary and consistent process discipline are the primary outputs. Groups of 6–15. On-site delivery on the client's own NetSuite account is strongly recommended so participants work with their actual customers and pipeline. Certification Certificate of completion Price USD 400 · per participant per person · indicative · group pricing available HRDC eligibility Up to 75% refundable Mauritius-registered employers may claim this training via the HRDC levy. We provide full documentation to support your claim. Languages English Provider reference SIMPLIT-038-NS_CRM_BASICS

• Sales representatives managing prospects and opportunities in NetSuite • Business development managers who own the pipeline and forecast • Account managers responsible for existing customer relationships • Sales managers who need pipeline visibility and team activity reporting • Marketing coordinators managing campaigns and lead sources • Customer service staff who use the CRM to understand client history