Using CRM Types to track a company's place in the sales cycle

CRM Types are classifications that you can assign to companies as they progress through the sales cycle from lead to customer. A company's CRM Type identifies its current standing in the sales process. Each time you create a new profile, you should use the Type field to select the category that applies to the company. The Type field is located in the profile header.

Lead	A company with which you have a possible business opportunity, but contact has not yet been made, or is minimal to date.
Prospect	A company that is a qualified lead. It has expressed interest in doing business with you, but a formal relationship with you does not yet exist.
Pending Credit	A Bill To company that does not yet have an established credit history. Even though such a company has not yet achieved customer status, you can configure the system to allow users to book loads on a limited basis.
New Customer	A new Bill To or Parent company for which you are booking orders. To encourage a successful working relationship, you may want to set up special tasks in CRM Right for such customers. A credit limit must be recorded in the company's profile before you can assign this CRM Type.
Customer	A Bill To or Parent company with which you have an established working relationship, e.g., you can book and dispatch orders for it. A credit limit must be recorded in the company's profile before you can assign this CRM Type.

Options for this field are defined in the CRMType label in the System Administration application. As with any label, you can rename categories. You also can add other categories. For example, shippers or consignees may never become customers. Rather than leave their CRM Type value set to UKNOWN, you may want to create a CRM Type called Location to indicate that they are not involved in the sales cycle and are not customers.