Quarra is implementing a structured opportunity vetting process inside Salesforce to enforce consistency in how sales opportunities are qualified before progressing through the pipeline. The core mechanism is a qualifier scorecard — adapted from an existing Excel-based assessment — that must be completed before an opportunity can advance past the Spec Validation stage. Completion triggers an approval request to Lauren (Lincoln Durham), who reviews the score and context before the opportunity moves forward.
This design was agreed upon during the [1] and is part of a broader [2] for Quarra.
The qualifier is enforced at the Spec Validation stage gate. Specifically:
"I think we should incorporate it into the spec validation stage… that would mean that they cannot move past that stage until they've completed it." — Lincoln Durham
The rationale for this placement: by Spec Validation, enough is known about the opportunity to meaningfully score it, but the team hasn't yet committed significant resources.
The qualifier is sourced from Lauren's Excel-based opportunity assessment tool. It scores opportunities across two primary dimensions:
Each section produces a subscore; the automation will sum these into a total score (e.g., 75/100). The original Excel tool included a quadrant matrix visualization, but this will not be replicated in Salesforce — the numeric score is sufficient for the approval workflow.
A known gap identified via ChatGPT review: schedule risk assessment is missing from the current qualifier and needs to be added before the Salesforce build begins. Lauren is refining the qualifier with an external coach and expects an updated version shortly.
"No schedule risk assessment. So I do need to kind of take one more pass on this." — Lincoln Durham
Once the qualifier is completed and the rep attempts to advance the stage, an approval request is triggered for Lauren to review:
The approval mechanism allows Lauren to exercise judgment on lower-scoring opportunities — a low score doesn't automatically kill an opportunity if there's strategic rationale to proceed.
"I want them to score it, then I want to have the opportunity to review that and say, okay, that score is good… if it's like a lower score, you have the opportunity to say like, okay, I see that, but also I see the potential… I'm going to approve it." — Lincoln Durham
The specific notification mechanism (real-time approval request vs. scheduled report) is TBD — Karly will confirm the cleanest implementation with Dimitri.
| Dependency | Owner | Status |
|---|---|---|
| Finalized qualifier (with schedule risk) | Lauren (Lincoln) | In progress — update expected after coach meeting |
| Updated Sales-to-Manufacturing framework | Lauren | To be emailed to Karly |
| Salesforce process flow remapping | Karly | In progress — next call deliverable |
| Stage guidance review & proposed name changes | Lauren | To be emailed to Karly/Mark |
| Qualifier fields built into Salesforce | Karly / Dimitri | Pending qualifier finalization |
| Approval workflow configuration | Karly / Dimitri | Pending process map |