write in table in 2 column Configuration AreaDetailed DescriptionSales Team HierarchySetup Structure:<br>- Hierarchical organization: Sales Representatives → Team Leaders → Managers → Directors → Head of Sales<br>- Each level has specific permissions, access rights, and visibility into team performance<br>- Additional hierarchy levels can be configured based on organizational needs<br><br>Team Configuration:<br>- Distinct teams with different validation rules (e.g., Team 1, Team 2)<br>- Each team can operate under different modes simultaneously:<br>  • Team 1: Open race mode - first responder takes ownership<br>  • Team 2: Validation mode - requires verification before assignment<br><br>Validation Requirements:<br>- All teams perform verification of:<br>  • Mobile number (format validation, duplicate check)<br>  • National ID (for locals) or passport (for internationals)<br>  • Activity history to prevent duplicate lead entry<br><br>Access Control:<br>- Titles and permissions assigned based on targets and performance metrics<br>- Specific restrictions implemented for indirect vs. direct teams<br>- Manager-level access includes visibility into all team member activitiesLead Assignment and RotationQueue System:<br>- Dedicated assignment queues created for each sales team<br>- Independent rotation rules configurable per queue<br>- Queues can be prioritized based on lead source, value, or urgency<br><br>Assignment Modes:<br>- Open Race Mode:<br>  • Multiple sales representatives can see the same lead<br>  • First representative to take action claims ownership<br>  • No rejection of leads regardless of duplicate status<br>  • System logs first-responder and timestamps all actions<br><br>- Validation Mode:<br>  • Strict verification process before assignment<br>  • Automatic rejection if duplicate found based on:<br>    - Mobile number exact match<br>    - National ID/passport match<br>    - Recent activity within configuration timeframe<br>  • System provides reason for rejection to the user<br><br>Distribution Logic:<br>- Round-robin option for balanced workload across team members<br>- Skill-based assignment based on sales rep expertise and lead characteristics<br>- Weighted distribution based on performance metrics or seniorityReassign Lead AutomationConfiguration Parameters:<br>- Lead source type definitions (direct vs. indirect)<br>- Channel-specific settings for each lead source<br>- Granular time-based rules for different lead scenarios<br><br>Time-Based Triggers:<br>- Unreachable/Unqualified Leads:<br>  • Configurable in hours (typically 4-8 hours)<br>  • System monitors qualification status changes<br>  • Automatic reassignment after specified period of inactivity<br>  • Notification sent to original owner and new assignee<br><br>- Existing Customers without Activity:<br>  • Configurable in days (typically 5-20 days)<br>  • System tracks last customer interaction date<br>  • Gradual alerts before reassignment (75%, 90% of time elapsed)<br>  • History maintained for accountability and tracking<br><br>- Non-Existing Customers:<br>  • Configurable in days (typically 3-15 days)<br>  • Different threshold than existing customers<br>  • Higher priority for follow-up reminders<br><br>Reassignment Hierarchy:<br>- First level: Within same team to different sales representative<br>- Second level: To another sales team in same group/hierarchy<br>- Final level: Escalation to team leader for manual intervention<br><br>Lead Source Priority:<br>- Direct Source Leads:<br>  • Highest reassignment priority<br>  • Mandatory reassignment when neglected<br>  • Complete tracking of reassignment chain<br><br>- Indirect Source Leads:<br>  • Default: No automatic reassignment<br>  • Optional configuration to enable reassignment<br>  • Configurable to restrict reassignment within original team only<br>  • Team leader approval option before reassignmentUser Access and Lead EntryAccess Hierarchy (Descending Priority):<br>1. Marketing Department:<br>  • Primary source entry point for digital leads<br>  • Can create and distribute leads from all sources<br>  • Access to source analytics and performance metrics<br><br>2. Call Center:<br>  • Handles direct customer inquiries<br>  • Creates leads from inbound calls<br>  • Limited edit rights to existing leads<br><br>3. Sales Operations:<br>  • Manages lead distribution logistics<br>  • Oversees team performance metrics<br>  • Can reassign leads manually when needed<br><br>4. Sales Staff:<br>  • Direct interaction with assigned leads<br>  • Entry of self-generated leads<br>  • Limited visibility to other representatives' leads<br><br>Transparency Features:<br>- Complete audit trail showing department owner of each lead<br>- Timestamp and user details for every interaction<br>- Activity logs viewable by management<br><br>Lead Distribution Methods:<br>- Marketing Team:<br>  • Website form leads processed in real-time<br>  • Social media lead integration (Facebook, Instagram, etc.)<br>  • Bulk import capabilities for campaign-generated leads<br>  • Sequential distribution following predefined flows<br>  • Channel-specific distribution rules<br><br>- Call Center:<br>  • Inbound call routing based on availability<br>  • Skill-based distribution for specialized products<br>  • Priority queue for high-value prospects<br><br>- Employee-Generated:<br>  • Interface for non-sales staff to submit potential leads<br>  • Approval workflow before assignment<br><br>- Self-Generated:<br>  • Sales representatives can create their own leads<br>  • Automatic assignment to creator<br>  • Special tagging for performance trackingLead Validation OptionsValidation Types:<br>- Open Leads System:<br>  • Accepts any potential client without activity verification<br>  • Minimal entry requirements (name, phone number only)<br>  • No duplicate checking against active leads<br>  • Ideal for high-volume lead generation campaigns<br>  • Quick entry process for time-sensitive leads<br><br>- Validate Leads System:<br>  • Strict verification requirements before acceptance<br>  • Mandatory fields: phone number, email, ID/passport<br>  • Verification against existing database before creation<br>  • Prevents duplicate lead creation and customer confusion<br><br>Validation Modes (Technical Implementation):<br>- Open Race Mode:<br>  • System checks mobile/phone against existing contacts<br>  • Search algorithm excludes closed deals from consideration<br>  • Duplicate warning shown but does not prevent creation<br>  • Notifies other representatives of potential overlap<br>  • Logs connection between related leads for future reference<br><br>- Validation Mode:<br>  • Comprehensive check of last activity date against validation table<br>  • Each lead source has specific validation period configuration<br>  • Sub-source level rules for specialized lead types<br>  • Multi-factor verification (phone + ID + activity date)<br>  • Rejection with specific reason if validation fails<br><br>Differentiation Methods:<br>- Phone Number Search:<br>  • Exact match algorithms<br>  • Format standardization (removes spaces, special characters)<br>  • International number format handling<br><br>- ID Verification:<br>  • National ID validation for local customers (checksum, format)<br>  • Passport validation for international customers<br>  • Document expiration date verification<br>  • Optional document upload for verificationActivity Tracking and CounterCore Tracking Metrics:<br>- Comprehensive monitoring of all sales interactions with prospects/customers<br>- Real-time activity logging with timestamp and user identification<br>- Status updates based on most recent interaction timestamp<br>- Automatic flagging of inactive leads based on thresholds<br><br>Counter System Components:<br>- Last Activity Age Calculation:<br>  • Formula: Current date minus last sale activity date<br>  • Updates in real-time with each new interaction<br>  • Color-coded visualization (green: recent, yellow: approaching threshold, red: overdue)<br>  • Trigger for automated alerts and notifications<br><br>- Lead Age Tracking:<br>  • Formula: Current date minus lead creation date<br>  • Measures total lifetime in the sales pipeline<br>  • Used for aging reports and pipeline velocity metrics<br>  • Influences lead prioritization algorithms<br><br>- Effective Age Monitoring:<br>  • Formula: Current date minus lead source modification date<br>  • Tracks time since last meaningful status change<br>  • Resets upon significant lead updates<br>  • Critical for determining lead freshness<br><br>Validation Framework:<br>- Dynamic validation periods based on lead source and customer type<br>- System automatically compares actual age metrics against configured thresholds<br>- Different validation periods for each lead source-subsource combination<br>- Rules engine determines lead visibility and reassignment eligibility<br>- Exception handling for special cases with management approvalLead Status and NotificationsRotation Triggers:<br>- Automated monitoring of lead activity and follow-up actions<br>- Configurable inactivity thresholds that initiate rotation process<br>- Escalation path defined by team hierarchy and lead source<br>- System-generated tickets for unresolved rotation cases<br><br>Notification System:<br>- Original Owner Alerts:<br>  • Immediate notification of unauthorized lead entry attempts<br>  • Warning messages for duplicate lead creation attempts<br>  • Escalation alerts when lead approaches reassignment threshold<br>  • Activity reminders before automatic reassignment<br><br>- Management Notifications:<br>  • Team performance dashboards with real-time metrics<br>  • Exception reports for unusual lead handling patterns<br>  • Escalation notifications for disputed lead ownership<br><br>- Team Awareness:<br>  • Pop-up warnings when attempting to contact a lead already in process<br>  • Client pursuit notifications across the team<br>  • Transparency into lead ownership and history<br><br>Warning System:<br>- Interactive pop-up alerts for duplicate lead detection<br>- Detailed information about existing lead owner and status<br>- Option to proceed with creation (with justification) or cancel<br>- Audit trail of warning acknowledgments for compliance<br><br>Status Update Mechanisms:<br>- Automatic status transitions based on activity and time thresholds<br>- Push notifications for critical status changes<br>- Email digests for pending actions and upcoming deadlines<br>- Mobile app notifications for field sales teamsClient Classification and System ConfigurationClassification Framework:<br>- Client Categories:<br>  • Potential Buyers: Leads still in qualification phase<br>  • Confirmed Buyers: Qualified leads with high purchase intent<br>  • Past Customers: Previous buyers with potential for repeat business<br>  • VIP Clients: High-value customers with specialized handling<br><br>- Scoring Systems:<br>  • Automated lead scoring based on behavior and demographics<br>  • Manual score adjustments by sales representatives<br>  • Dynamic rescoring based on ongoing interactions<br>  • Threshold-based categorization for sales approach<br><br>Configuration Tables:<br>- Acceptance Criteria:<br>  • Source-specific validation rules<br>  • Minimum information requirements by lead type<br>  • Duplicate handling policies by customer category<br>  • Special exception handling for VIP prospects<br><br>- Rejection Logic:<br>  • Clearly defined rejection scenarios with reason codes<br>  • Cooling-off periods before lead resubmission<br>  • Approval workflows for rejected lead reinstatement<br>  • Notification requirements for rejected leads<br><br>Ownership Structure:<br>- Clearly defined hierarchy from individual rep to head of sales<br>- Built-in visibility controls based on organizational position<br>- Lead ownership transitions documented with timestamps<br>- Dispute resolution process for ownership conflicts<br><br>Management Visibility:<br>- Real-time dashboards of team assignment distribution<br>- Performance metrics by representative, team, and region<br>- Lead aging reports with escalation flags<br>- Conversion rate tracking by lead source and representativeLead Status Process and ProcedureStatus Progression Workflow:<br><br>1. Draft Status:<br>  • Initial state for newly created leads<br>  • Minimal validation requirements<br>  • Not yet visible in main assignment queue<br>  • Temporary storage for incomplete information<br>  • Auto-deletion if not progressed within 24 hours<br><br>2. Assigned Status:<br>  • Lead allocated to specific sales representative<br>  • Basic validation completed<br>  • Appears in representative's work queue<br>  • Initial contact attempt required within configured timeframe<br>  • Assignment timestamp recorded for SLA tracking<br><br>3. Processing Status:<br>  • Active engagement with potential client<br>  • Regular activity updates required<br>  • Qualification decisions made in this stage<br>  • Full customer profile development<br>  • Needs assessment and solution matching<br><br>4. Freeze Status:<br>  • Temporary hold on lead progression<br>  • Mandatory reason documentation required<br>  • Specific timeframe must be defined (1-30 days)<br>  • Manager approval for freezes beyond 7 days<br>  • Automatic unfreezing with notification after period expires<br>  • Returns to Processing status when unfrozen<br>  • Activity required within 24 hours of unfreezing<br><br>5. Pricing Form:<br>  • Available only during Processing status<br>  • Generates formal pricing proposals<br>  • Includes default payment plan options<br>  • Document versioning for multiple iterations<br>  • Requires manager approval above certain thresholds<br><br>6. Expression of Interest (EOI):<br>  • Project-level interest formalization<br>  • Transitions from Processing status only<br>  • Requires client payment based on project configuration<br>  • Payment amount set by project-specific requirements<br>  • Receipt generated automatically<br>  • Time-limited to maintain pipeline velocity<br><br>7. Hold Request:<br>  • Progression from EOI status<br>  • Involves blocking specific unit code number<br>  • Configurable hold period (typically 7-30 days)<br>  • Sales operations approval workflow<br>  • Extension requests require management approval<br><br>8. Payment Transitions:<br>  • To Booking:<br>    - Automatic when total paid < default down payment<br>    - Requires minimum payment threshold<br>    - Generates booking documentation<br>  • To Reservation:<br>    - Automatic when total paid = default down payment<br>    - Secures property with full initial payment<br>    - Higher priority than booking status<br><br>Refund Policy:<br>- Client eligible for EOI refund until Hold Request stage<br>- Refund processing workflow with approval steps<br>- Refund processing timeframes (typically 7-14 business days)<br>- Refund reason documentation requiredCustomer Data Entry FieldsCore Identity Information:<br>- Name Fields:<br>  • Full Name (as displayed in system)<br>  • Legal Name (used in official documents)<br>  • First Name/Last Name (separate fields for sorting)<br>  • Preferred Name/Nickname (optional)<br><br>- Entity Type:<br>  • Individual/Company selector<br>  • Different field sets display based on selection<br>  • Different validation rules apply based on type<br><br>Contact Information:<br>- Address Details:<br>  • Primary Address (street, city, zip/postal code, country)<br>  • Alternative Address (mail delivery, billing, etc.)<br>  • Address verification system integration<br>  • Map pinning for physical location<br><br>- Communication Channels:<br>  • Phone Numbers:<br>    - Local Mobile: Mandatory for local customers<br>      * Must start with "01"<br>      * Exactly 11 digits required<br>      * Format validation in real-time<br>    - International Mobile: Mandatory for international customers<br>      * Country code selection<br>      * Format validation by country<br>    - Foreign Mobile: For foreign customers<br>      * Secondary contact number<br>      * International format required<br>  • Email: Mandatory field with format validation<br>  • Website: Optional with URL format validation<br><br>Professional Information:<br>- Job Position/Title<br>- Company (if individual)<br>- Industry sector<br>- Annual revenue range (for companies)<br><br>Classification Fields:<br>- Title (Mr., Ms., Dr., etc.)<br>- Language preference<br>- Custom Tags for segmentation (B2B, VIP, etc.)<br>- Industry classification<br><br>Broker Relationship:<br>- Broker Status indicators:<br>  • Is a broker? (Yes/No)<br>  • Is a Main Distributor? (Yes/No)<br>  • Is a Subcontractor? (Yes/No)<br>  • Is a Consultant? (Yes/No)<br>- If broker status enabled, broker selection required<br><br>Customer Type Classification:<br>- Local, International, or Foreign selector<br>- Determines mandatory field requirements<br>- Affects validation rules and document requirements<br><br>Legal Documentation:<br>- For Individuals:<br>  • Nationality selection<br>  • National ID (for locals):<br>    - 14 digits exactly<br>    - Valid expiration date required<br>    - Format validation and checksum verification<br>    - Optional document upload<br>  • Passport (for foreigners):<br>    - Passport number<br>    - Issue date<br>    - Expiration date (must be valid)<br>    - Document upload mandatory<br><br>- For Companies:<br>  • Tax ID with validation<br>    - Issue date<br>    - Expiration date<br>    - Document attachment<br>  • Commercial Register<br>    - Registration number<br>    - Issue date<br>    - Expiration date<br>    - Document attachment<br>  • WHT Advance Payment Certification<br>  • VAT Certification with number validation<br><br>System Automations:<br>- Dynamic field requirements based on Type selection<br>- Automated phone number format validation<br>- ID/Passport expiration validation<br>- Legal name display alongside customer nameLead Data Entry FieldsCore Lead Information:<br>- Identification:<br>  • Lead Name/Description (overview of opportunity)<br>  • Internal reference number (auto-generated)<br>  • Lead creation date and time (system-generated)<br><br>- Customer Association:<br>  • Link to existing customer record<br>  • Option to create new customer<br>  • First/Last Name fields (for new customers)<br>  • Shared Customer indicator with multi-select interface<br><br>Classification Data:<br>- Customer Type selector (Local, International, Foreign)<br>- Mobile numbers (fields change based on selected type)<br>- Email address (mandatory with validation)<br>- Lead Creation Validation (auto-set to "Open Race")<br>- Self Generated flag with creator tracking<br><br>Qualification Information:<br>- Qualification process status (New, In Progress, Complete)<br>- Qualification result status (Qualified, Unqualified, etc.)<br>- Qualification reason with structured selection<br>- Qualification notes for detailed information<br><br>Timing Metrics:<br>- Assignment timestamp (when lead assigned to sales)<br>- Expiration date (auto-calculated based on source rules)<br>- Last Activity Date (most recent interaction)<br>- Last Activity Date Age (days since last activity)<br>- Lead age in days (from creation date)<br>- Source effective age (from last source change)<br><br>Status Flags:<br>- Is Freeze? (currently on hold)<br>- Is No Action? (no recent activity)<br>- Is User Change? (recently reassigned)<br><br>Interest Information:<br>- Primary Interested Project (with selection interface)<br>- Secondary Interested Project (optional)<br>- Unit Type preference (apartment, villa, etc.)<br>- Unit Subtype (1BR, 2BR, penthouse, etc.)<br><br>Source Information:<br>- Source (Facebook, Website, Broker, etc.)<br>- Source details (campaign name, broker ID, etc.)<br>- Medium (online, print, referral, etc.)<br><br>Ownership:<br>- Assigned Sales Person<br>- Sales Team<br>- Campaign association<br><br>Prioritization:<br>- Priority level (Low, Medium, High, Urgent)<br>- Custom Tags for categorization<br><br>History Tracking:<br>- Qualification Log (complete history)<br>- Salesperson assignment log (all changes)<br>- Source modification log (source changes)<br><br>Additional Information:<br>- Internal Notes field<br>- Extra Information section<br>- Visits tracker<br>- Due Date for next action<br>- Document Attachments<br><br>Automation Features:<br>- Lead auto-assignment based on configured rules<br>- Expiration date calculation from source settings<br>- Automatic status transitions<br>- Source change tracking<br>- Shared customer management interfaceLead Qualification ProcessQualification Workflow:<br>- Initial contact attempt required within configured time (typically 4-24 hours)<br>- Multiple contact methods documented (call, email, SMS)<br>- Minimum contact attempts required before status change (typically 3-5)<br>- Structured qualification script with standardized questions<br>- Decision tree approach for consistent qualification<br><br>Qualification Statuses:<br>- New: Initial state before qualification attempt<br>- In Progress: Contact attempts underway<br>- Qualified: Successfully reached and meets criteria<br>- Not Qualified: Reached but doesn't meet criteria<br>- Unreachable: Unable to establish contact after required attempts<br><br>Qualification States:<br>- Interested: Prospect confirmed interest in offerings<br>- Not Interested: Prospect explicitly declined interest<br>- Future Potential: Not currently interested but future prospect<br>- Wrong Contact: Incorrect contact information<br>- Competitor Engaged: Working with competitor<br><br>Follow-Up System:<br>- Next Action field with structured selection<br>- Due Date assignment with reminder system<br>- Calendar integration for scheduled calls/meetings<br>- Automated reminder escalation<br><br>Rotation Mechanism:<br>- Lead re-rotation triggered by inactivity threshold<br>- Exception for leads in Open Race mode<br>- Notification to original owner before reassignment<br>- Complete activity history transferred with lead<br>- Original owner retains visibility for continuityLead Assignment (Source-Based Routing)Source Definition Components:<br>- Lead Sources:<br>  • Digital: Website, Facebook, Instagram, Other social media<br>  • Traditional: Events, Print ads, Billboards<br>  • Direct: Call center, Walk-in, Referral<br>  • Partner: Broker, Ambassador, Affiliate<br><br>- Source Properties:<br>  • Type classification: Direct or Indirect<br>  • Subtype categorization for specialized handling<br>  • Self-Generated flag for sales-created leads<br>  • Facebook-specific flag for social media tracking<br><br>Assignment Mode Configuration:<br>- Manual Assignment:<br>  • Leads require explicit assignment by manager/admin<br>  • Queue visibility to assignment personnel<br>  • Bulk assignment capabilities<br>  • Assignment reason documentation<br><br>- Automatic Assignment:<br>  • Rules-based distribution without human intervention<br>  • Real-time assignment upon lead creation<br>  • Load balancing across available representatives<br>  • Exception handling for special cases<br><br>Time Configuration:<br>- No Action Limit in hours (typically 2-8 hours)<br>- Existing Customer expiration period in days (typically 5-30 days)<br>- Non-Existing Customer expiration in days (typically 3-15 days)<br>- Custom timeframes configurable by source<br><br>Queue Management:<br>- Sales Person Queue with active/inactive status<br>- Capacity limits per representative<br>- Skill-based routing capability<br>- Vacation/absence handling<br><br>Assignment Rules Types:<br>- Source-Based:<br>  • Specific sources routed to dedicated teams<br>  • Source expertise matching<br>  • Campaign-specific routing<br><br>- Round-Robin:<br>  • Equal distribution among eligible representatives<br>  • Weighted distribution based on capacity/performance<br>  • Skip logic for unavailable representatives<br><br>- Hierarchical:<br>  • Routing based on organizational structure<br>  • Escalation paths defined by reporting lines<br>  • Override capabilities for management<br><br>Lead Handling Models:<br>- Open Race Model:<br>  • Visible to all eligible representatives in queue<br>  • First-action claims ownership permanently<br>  • Activity timestamp locks assignment<br>  • Conflict resolution for simultaneous claims<br><br>- Validity Model:<br>  • Exclusive assignment to single representative<br>  • Time-limited ownership based on source configuration<br>  • Reassignment triggered by inactivity<br>  • Extension request workflow availableLead ActionsQualification Actions:<br>- Update qualification status with structured reason codes<br>- Document contact attempts with outcome tracking<br>- Schedule follow-up activities with reminders<br>- Record detailed qualification notes<br><br>Conversion Options:<br>- Convert to Opportunity:<br>  • Transforms qualified lead to sales opportunity<br>  • Requires minimum information completion<br>  • Creates formal sales pipeline entry<br>  • Sets probability and forecast values<br><br>Pricing Actions:<br>- Create Price Simulate:<br>  • Generates detailed pricing proposals<br>  • Applies appropriate discount structures<br>  • Includes payment schedule options<br>  • Version control for multiple iterations<br><br>Financial Instruments:<br>- Request LG (Letter of Guarantee):<br>  • Formal bank guarantee request<br>  • Documentation requirements checklist<br>  • Approval workflow with finance department<br>  • Status tracking through completion<br><br>Real Estate Specific Actions:<br>- Create EOI (Expression of Interest):<br>  • Formal documentation of client interest<br>  • Initial deposit handling<br>  • Project and unit selection<br>  • Time-limited reservation<br><br>- Create Holding Request:<br>  • Temporary property reservation<br>  • Additional payment processing<br>  • Specific unit blocking in inventory<br>  • Expiration date assignment<br><br>- Create Booking Request:<br>  • Partial payment processing<br>  • Contract preparation initiation<br>  • Financial verification steps<br>  • Documentation requirements<br><br>- Create Reservation Request:<br>  • Full down payment processing<br>  • Secure unit allocation<br>  • Contract generation<br>  • Payment plan establishment<br><br>Status Change Actions:<br>- Lost: Mark lead as lost with reason classification<br>- Won: Mark lead as won with details on deal closure<br><br>Sales Actions:<br>- New Quotation: Generate formal product/service quote<br><br>Communication Activities:<br>- Notes: Internal documentation<br>- Mails: Email correspondence tracking<br>- Calls: Phone call logging with outcomes<br>- Meetings: In-person meeting scheduling and minutes