Sales Director — Test & Walkthrough Guide

0Before you start — 3 things to know

1. Everything you see is real data. The CRM never shows fake numbers. If a screen looks empty or shows a dash (—), it's because that data hasn't been entered yet — not because it's broken. As you add accounts, contacts, activities, and opportunities, the dashboard and reports fill in.
2. You can create and edit the core sales records: Accounts, Contacts, Activities, Opportunities, and Proposals.
3. A few areas are view-only for your role: Campaigns, Events & Conferences, and Reports. You can open and read them, but the "create/edit" buttons are intentionally hidden (those are managed by Marketing).

1Sign in

1. Open the app URL. You'll land on the PulseMedIQ sign-in screen (split screen: a branded "pulse" panel on the left, a sign-in card on the right).
2. Under Demo accounts, click your name (e.g. Peter Creamer — Sales Director). This fills in your work email.
3. Type the shared demo password in the Password field. (Ask your admin if you don't have it — for the staging demo it is Abc.1234.)
4. Click Sign in. You'll land on the CRM Dashboard.

2Find your way around

The dark left menu has 7 items:

3Read the Dashboard

The Dashboard is the first thing you see. From the top:

• Two stat cards:
  • CRM Accounts — total accounts in your workspace, with how many are active.
  • Active Campaigns — campaigns currently running, with the total campaign count.
• Needs Attention — a triage strip. Shows "All clear" when nothing is overdue.
• Three widgets:
  • Recent CRM Activity — the last 10 calls/emails/meetings/notes logged.
  • Open Follow-ups — activities with a due date in the next 7 days.
  • Recent Campaigns — the most recent campaigns.

4CRM Accounts

This is the heart of the CRM. Start here.

4.1 Browse the accounts list

1. Click CRM Accounts.
2. Up top you'll see a summary banner (estimated annual spend, account counts) and KPI cards you can click to filter: Total Accounts, Active Clients, Prospects, Dormant.
3. Use the tabs (All / Active / Prospects / Dormant / Archived) or the filters (search box, Account Type, Status, Owner) to narrow the list, then Apply Filters. Clear resets them.
4. The table shows: Account name, Type, Stage (status), Owner, Est. Spend, and Last Activity.

4.2 Add an account

1. Click + Add Account (top right).
2. Fill in the form. Only two fields are required:
   • Name (required)
   • Account Type (required) — Health System, Facility, Practice, Vendor, Prospect, or Client Org
   • Status — defaults to Prospect
   • Owner — defaults to you
3. Optional sections let you add Contact Info (industry, region, address, website, phone), Sizing & Fit (tier, staffed beds, facilities, employed providers, current MSP vendor, contract end date, estimated annual locum spend), and Attributes (specialty gaps, tags, notes).
4. Click Add Account. You'll return to the list with your new account in it.

4.3 Open an account (detail page)

Click any account row. The detail page has a header (name, type, status, owner) with Edit and Archive buttons, a stats strip (tier, beds, facilities, providers, est. spend), and four tabs:

• Overview — sizing & fit, firmographics, plus side cards for Open Opportunities and Key Contacts (each with a quick "create" link).
• Contacts — the people at this account (Section 5).
• Activities — your call/email/meeting/note log (Section 6).
• Hierarchy — parent/child account structure and roll-up (Section 7).

To test editing: click Edit, change a field (e.g. flip status to Active or add a region), and save. The header updates immediately.

5Contacts (inside an account)

1. Open an account → Contacts tab.
2. Click + Add Contact.
3. Fill in the contact: First Name and Last Name (required), plus optional Title, Email, Phone, Mobile.
   • Check Primary Contact to mark them as the main point of contact.
   • Status defaults to Active (you can also set Inactive; editing later adds Unsubscribed).
4. Save. The contact appears in the table (primary contacts are flagged).
5. Click a contact row to view/edit them.

6Activities — log your work

Activities are how you record outreach. They power the Recent CRM Activity and Open Follow-ups widgets on the Dashboard.

1. Open an account → Activities tab.
2. Click + Log Activity.
3. Choose an Activity Type: Call, Email, Meeting, or Note (Task / Follow-up are also available).
4. Enter a Subject (required) and optional details (body, outcome).
5. Set Occurred At (defaults to now) and, for something you need to follow up on, a Due At date.
6. Set Status: leave it Open if it needs follow-up, or mark it Completed.
7. Optionally link a Contact from this account.
8. Save.

Then verify the dashboard wiring:

• An activity with a due date in the next 7 days and status Open appears in Open Follow-ups.
• Any logged activity appears in Recent CRM Activity.

7Account hierarchy & roll-up

Use this to model a health system that owns multiple facilities.

1. Open a parent account (e.g. a health system) → Hierarchy tab.
2. Set a parent or add children:
   • To make this account a child of another, use Assign Parent — search for the parent, pick a relationship type (Owned, Managed/Affiliated, JV, Contracted/Independent), and optionally set effective dates.
   • To build downward, add child accounts the same way from their Hierarchy tab.
3. Roll-up view: toggle between Direct (immediate children only) and Subtree (all descendants). The KPI cards roll up real totals across the tree: facility count, estimated annual spend, beds, facilities, employed providers, and open opportunities.
4. The facility table lists each child with its spend, size, and opportunity totals — click a row to jump to that account.

8Opportunities — your pipeline

This is where you track deals.

8.1 View the pipeline

1. Click Opportunities.
2. The banner shows Weighted Open Pipeline (deal value × probability, open deals only) and Open Deals count.
3. Switch between Pipeline (Kanban board, default) and List views.
4. Filter by Stage, Service Line, Priority, or Owner; use tabs for All / Open / Won / Lost.

The pipeline board has six columns (the open stages):
Discovery → Qualified → Presentation/Demo Scheduled → Demo Completed → Proposal Sent → Contracting.
Each card shows the deal name, account, value, owner, and probability. Drag a card to a new column to advance its stage.

8.2 Create an opportunity

1. Click + Create Opportunity.
2. Required: pick the Account, enter an Opportunity Name.
3. Set deal terms (optional): Service Line (Locums, Nursing, Allied, Permanent, Mixed), Source, Priority (Hot/Warm/Cold), and Stage (defaults to Discovery).
4. Add financials: estimated value, probability %, expected close date.
5. Deeper optional sections capture commercial terms, MEDDIC qualification, next steps, and a Forecast Category (Commit, Best Case, Pipeline, Omitted).
6. Click Create. You land on the opportunity's detail page.

8.3 Work an opportunity (detail page)

The detail page shows a stage progress tracker, a stats strip (value, weighted value, probability, expected close, service line), and tabs:

• Overview — commercial terms, MEDDIC, next step, deal summary, key people, competition/RFP.
• Activities — the parent account's activity timeline.
• Stage History — a read-only log of every stage move (who, when).
• Proposals — proposals attached to this deal (create them here — Section 9).

To advance and close:

• Use Edit or Advance Stage to move it forward.
• Moving it to Closed Won or Closed Lost asks for a reason and then locks the opportunity (read-only). This is expected.

9Proposals

Proposals are created from a deal, then tracked to signature.

9.1 Create a proposal

1. Open an Opportunity → Proposals tab → Create Proposal.
2. Enter the commercial terms: Service Mode, Fee %, Fee Payer, Term Length, Effective From/To, and any renewal/escalation language.
3. Save. It starts in Draft.

9.2 Track and manage it

1. Click Proposals in the menu to see all of them, with KPI cards and tabs (All / Draft / Active / Accepted / Won / Closed) and a search box.
2. Open a proposal to see its terms, a read-only Rate Matrix, and linked agreements.
3. Move it through its lifecycle:
   Draft → Sent → Negotiating → Accepted → Won (with Lost / Expired as other endings).
   • You can edit terms while it's Draft, Sent, or Negotiating.
   • Once Accepted (or beyond), terms lock. To change a locked proposal, use Amend — it creates a new draft version you can edit.

10Campaigns (view-only for your role)

You can browse marketing campaigns but not create or edit them.

1. Click Campaigns. You'll see a grid of campaign cards — each shows its Type (Nurture, Outreach, Event, Announcement), Status, member count, schedule window, and owner.
2. Filter by Status or search by name.
3. Click a card to open it. The detail page has a lifecycle tracker, info/schedule side cards, any linked account/opportunity, and a Members tab listing the contacts in the campaign.

11CRM Events & Conferences (view-only for your role)

1. Click CRM Events. Browse events as a List of cards or switch to Calendar (month) view.
2. The banner summarizes This Month, Upcoming, and total Attendees.
3. Filter by Type (Conference, Trade Show, Summit, Workshop, Webinar, Dinner, Other), Status, or Owner.
4. Open an event for details (dates, location/venue, description), an Attendees tab, and a Linked Campaigns tab.

12CRM Reports

A read-only analytics view built entirely from your real opportunity data.

1. Click CRM Reports.
2. Headline metrics: Overall Win Rate, Avg Days to Close, Stalled Deals.
3. Filter by Owner or Service Line.
4. Sections include:
   • Coverage / Forecast — Commit / Best Case / Pipeline / Omitted totals, broken down by period, owner, and service line.
   • Win Rate — overall and by service line, source, and owner (thin samples are flagged).
   • Velocity — average days to close, by stage.
   • Aging & Stalled — deals grouped by age, plus a list of deals that haven't moved recently.

13Suggested end-to-end test (10 minutes)

Run this scenario to exercise the whole flow and watch data ripple through the app:

1. Create an account — "Mercy Regional Medical Center", type Health System, status Prospect. (§4.2)
2. Add a primary contact — e.g. "Dana Ruiz, VP of Medical Staffing". (§5)
3. Log an activity — a Call with subject "Intro call", status Open, Due At = 3 days from now. (§6)
4. Check the Dashboard — your call now shows under Recent CRM Activity and Open Follow-ups. (§3)
5. Create an opportunity on that account — "Mercy ED Locums", service line Locums, value $500,000, stage Discovery. (§8.2)
6. Advance it on the pipeline board to Proposal Sent. (§8.1)
7. Create a proposal from the opportunity, then move it Draft → Sent. (§9)
8. Close the opportunity as Closed Won with a reason. (§8.3)
9. Open CRM Reports — your win rate and forecast now reflect the closed deal. (§12)
10. Build hierarchy (optional) — add a child facility under Mercy and view the Subtree roll-up. (§7)

★Quick reference — what you can and can't do

Questions or something not matching what you see? Note the screen and step number and pass it back — the guide will be updated.