As soon as an opportunity is upgraded, check it to ensure all of the following: Was this truly an incremental outbound opportunity? Not an inbound lead from your website? Was it re-qualified by the Account Executive by phone? (Sometimes an Account Executive would “do a favor” for their Sales Development Rep and upgrade opportunities before they re-qualified – a big no-no). Did the Sales Development Rep and Account Executive enter notes into your Sales Force Automation system appropriately? If it doesn’t exist in your systems, it doesn’t exist — and reps can’t be compensated for it.
