Overview
Prospecting helps your team discover new business opportunities by finding potential customers near your existing territory. The system automatically searches for businesses, filters out duplicates, and presents qualified leads ready for your sales team to visit.
How Prospecting Works
The prospecting workflow follows four stages:
| Stage | What Happens |
|---|---|
| Discover | The system searches for businesses in your territory using external data sources |
| Qualify | Automatic matching filters out businesses that are already your customers |
| Assign | Managers assign qualified leads to sales reps for visits |
| Convert | After a successful visit, convert the lead into a customer record |
Prospecting Workspace
The Prospecting workspace is organized into four tabs:
| Tab | Purpose |
|---|---|
| Overview | Team stats, harvested leads per rep, discovery leaderboard |
| Prospects | Customers currently in a prospect stage, ready to manage as regular customers |
| Review Matches | Leads flagged as possible matches with existing customers |
| Leads Database | All discovered leads with map and list views |
Stats Overview
Three cards at the top of the Overview summarize the state of the funnel:
- Prospect Customers — Customers that are currently in a prospect stage
- Pending Reviews — Leads that may match existing customers and need a manager decision
- Active Reps — Sales reps with harvested leads assigned to them
Harvested Leads per Rep
A horizontal bar for every sales rep shows how many leads they've harvested in the field, making it easy to spot under- and over-indexed reps.
Discovery Leaderboard
Tracks the full prospect-to-customer journey for every sales rep:
| Column | What It Shows |
|---|---|
| Prospecting | Customers the rep is currently pursuing (unqualified or qualified prospects) |
| Converted | Customers the rep discovered that are now active |
| Dormant | Customers the rep discovered that went dormant |
| Total | Everyone the rep has discovered, regardless of current stage |
| Purchased | Discovered customers that have placed at least one order |
| Revenue | Revenue generated by the rep's discovered customers |
Reps without activity are still listed, greyed out, so managers can see coverage gaps.
Ways to Discover Leads
Prospecting integrates into your daily workflow through multiple entry points:
Lead Lifecycle
Every lead goes through a clear lifecycle:
- Discovered — A business is found and added to your leads database
- Matched — The system checks if the business already exists as a customer
- Available — No match found; the lead is ready for assignment
- Assigned — A sales rep is responsible for visiting
- Visited — The rep visited the location
- Converted — The lead becomes a customer in your system
Leads that don't result in a conversion can be marked as Not Interested or Blacklisted to prevent them from appearing again.
Once a lead is converted — or a prospect is created manually — the customer is tracked in the Discovery Leaderboard through every stage that follows: active, dormant, and revenue contribution.