Step 1
Week 1: define the operating model
Name the owner, lock the first pipeline stages, define stage entry and exit rules, and agree on the required fields. Remove fields that do not support an action or report.
- One accountable owner
- One primary pipeline
- A next action on every open deal
- Clear closed-lost reasons
Step 2
Week 1: clean and map data
Back up the source, profile duplicates and missing values, and build a written field map. Import a small test batch first. Preserve original identifiers so records can be reconciled or rolled back.
- Source backup
- Duplicate rules
- Field mapping sheet
- Test import and reconciliation
Step 3
Week 2: configure only essential automation
Start with assignment, follow-up tasks, and one stale-opportunity alert. Complex automation built before users understand the process makes errors faster and harder to diagnose.
- Owner assignment
- Stage-based task
- Stale deal notification
- Failure owner for each workflow
Step 4
Week 2: test the full path
Run a test lead from capture to qualification, proposal, win, and handoff. Verify email and calendar sync, permissions, reports, exports, and the mobile experience where relevant.
- No duplicate created by integrations
- Correct visibility by role
- Accurate forecast totals
- Clean won-deal handoff
Step 5
Launch and the first 30 days
Train people on the operating rule, not every menu. Review adoption weekly using missing owners, stale deals, empty next actions, and incomplete required fields. Add new fields or automations only when a repeated problem justifies them.
- Office-hours support
- Weekly data-quality review
- Thirty-day process retrospective
- Documented rollback and export
Save the requirements, trial results, selected plan, pricing date, assumptions, and owner. Recheck vendor terms before purchase because product limits and prices change.