---
title: Quarra Opportunity Approval Workflow Redesign
type: article
created: '2026-04-05'
updated: '2026-04-05'
source_docs:
- raw/2025-12-12-salesforce-call-108366930.md
tags:
- salesforce
- sales-process
- quarra
- opportunity-management
- workflow
layer: 2
client_source: null
industry_context: null
transferable: true
---

# Quarra Opportunity Approval Workflow Redesign

## Overview

In December 2025, Quarra and Asymmetric agreed to redesign the Salesforce opportunity approval workflow. The previous process required Lincoln Durham to approve opportunity creation, creating a bottleneck. The new design empowers sales reps to create opportunities immediately while preserving management oversight before committing to active pursuit.

The full workflow design was tabled for a dedicated follow-up call, but the core structure was agreed upon in this session.

## Problem with the Old Process

Lincoln was a required approver before a rep could even create an opportunity in Salesforce. This slowed down the early information-gathering stage and meant opportunities were sometimes not logged at all while waiting for approval.

> *"I no longer want to be in a position where I have to approve of the creation of the opportunity."*
> — Lincoln Durham

## New Workflow Design

The redesigned process has three phases:

1. **Opportunity Creation (no approval required)**
   Reps create the opportunity immediately upon identifying a potential deal — including for existing relationships. No gate at this stage.

2. **Information Gathering**
   The rep works the opportunity through early stages, collecting the details needed to evaluate whether to pursue it. The opportunity can exist and be worked without management sign-off.

3. **Approval Gate Before "Pursuit" Stage**
   A hard lock prevents advancing the opportunity to the "Pursuit" stage until approval is granted. This is where Lincoln (or another approver) evaluates whether the opportunity aligns with strategic goals — e.g., 2026 targets.

### Qualifier Milestone

A qualifier checkpoint will be added to the workflow to formally assess alignment with annual goals before pursuit is approved. If approved, the opportunity advances. If not, it is routed to a separate outcome (e.g., deprioritized or closed).

## Key Decisions

- Reps can create opportunities without any prior approval
- The approval gate moves to the transition into "Pursuit" — not opportunity creation
- A qualifier milestone will check alignment with 2026 goals
- Lincoln will send a whiteboard screenshot of the sales process to Karly for reference

## Action Items

- [ ] Lincoln to send whiteboard screenshot of sales process to Karly
- [ ] Lincoln to prep internally before next call; discuss with team
- [ ] Karly and Mark to review and refine the Salesforce flow diagram internally
- [ ] Full workflow discussion to continue on next scheduled call

## Related

- [[wiki/clients/quarra/index]]
- [[wiki/knowledge/salesforce/lead-source-field-cleanup]]
- [[wiki/knowledge/salesforce/vieth-integration-scoping]]
- [[wiki/meetings/2025-12-12-salesforce-call-quarra-asymmetric]]