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SOP-REV-opportunity-inspection-v1.0

1. Purpose

Define how active sales opportunities (prospects who have expressed interest or are in a conversation) are inspected, advanced, and closed — or disqualified before wasting cycles.

Context: At current stage (pre-first-deal), every opportunity is a $2,500 Assessment™. This SOP governs the window between a qualified lead (SOP-REV-lead-qualification-v1.0) accepting an outreach and a deal closing or going cold.

2. Opportunity Stages

Stage Definition Owner action
Engaged Prospect replied to outreach; conversation started sales.ops logs signal; CRO reviews
Qualified conversation Prospect has confirmed they have the problem; budget/authority understood or being explored CRO advancing; Briefing™ scheduled or completed
Briefing™ delivered Ecosystem Revenue Architecture Briefing™ completed; Assessment™ proposed CRO tracks follow-up; 7-day response window
Proposal out Formal Assessment™ proposal sent (scope, timeline, $2,500) sales.ops tracks; CRO follows up
Closed-won Prospect commits; SOW signed or verbal commitment confirmed CRO triggers Assessment Handoff SOP
Closed-lost Prospect declines or goes cold after 14 days of no response sales.ops logs reason; feeds win/loss data
Nurture Prospect interested but not ready now; timing mismatch sales.ops moves to nurture sequence

3. Weekly Opportunity Inspection (CRO)

Every week, CRO reviews all active opportunities in the Prospects board:

  1. Stage currency — is each opportunity in the correct stage? If not, update.
  2. Days-in-stage — any opportunity >14 days with no movement gets flagged
  3. Next action — is there a clear, dated next action for every opportunity?
  4. Stale follow-up — has CRO sent the Briefing™ but not heard back for >7 days? Send one more touch; if still no response, move to Nurture or Closed-lost
  5. Pipeline health — how many opportunities are at each stage? How does this track against Q2 Assessment target?

Weekly inspection output: a one-paragraph pipeline update in CRO's Friday Close.

4. Stage Advancement Criteria

Advance from Advance to Criteria
Engaged → Qualified conversation Prospect confirmed they have ecosystem revenue gap; indicated authority or path to it
Qualified conversation → Briefing™ delivered Briefing™ scheduled and completed (or skipped by mutual agreement)
Briefing™ delivered → Proposal out Assessment™ formally proposed with scope and price
Proposal out → Closed-won Written or verbal commitment received
Any stage → Closed-lost 14 days no response to final follow-up, or explicit decline
Any stage → Nurture Interest confirmed but timing misaligned; explicit "check back in X months"

5. Disqualification

An opportunity is disqualified when: - No ecosystem revenue motion exists at the company (not a product problem — structural mismatch) - Budget authority cannot be reached - Timeline is >6 months out with no urgency signal - Prospect explicitly disengages

Disqualification is logged in Prospects board with reason code. sales.ops uses disqualification patterns to refine lead qualification criteria (per SOP-REV-win-loss-data-exchange-v0 future cycle).

6. Proposal Handling

Assessment™ proposal includes: - Scope: structured executive session (half-day), ecosystem signal mapping, written findings and recommendations - Price: $2,500 (fixed; no discounting without CEO approval) - Timeline: delivery within 30 days of signed SOW - SOW: per Assessment Handoff SOP template (SOP-REV-assessment-handoff — CRO + customer.success co-author)

Proposals go out from CRO via email (info@ecomonetize.com). sales.ops tracks proposal date and sets a 7-day follow-up reminder in Monday.com.

7. Closed-Won Trigger

When an opportunity closes won: 1. CRO updates Prospects board to Closed-won 2. CRO immediately triggers SOP-REV-assessment-handoff — files handoff to customer.success with customer context brief 3. CRO posts to #exec-checkins: 🟢 DEAL CLOSED — {company name} — Assessment™ confirmed 4. chief.staff surfaces in next CEO Daily Summary under "KEY COMPLETIONS TODAY"

Change Log

Version Date Change
v1.0 2026-04-21 Initial draft — sop.manager.

Owner: sales.ops Executive sponsor: cro Drafted by: sop.manager Status: Draft — pending CRO review + approval Version: v1.0