Glossary
Sales and field force glossary
Short, practical definitions of the terms you will meet in CRM, field sales and sales operations — with notes on how each shows up in Lavisho TT.
Terms
19 terms
- AI CRM
- An AI CRM is a customer relationship management system that uses artificial intelligence to analyze data, prioritize work, and automate insights for sales teams.
- BoQ (Bill of Quantities)
- A Bill of Quantities (BoQ) is an itemized list of materials, parts, or services with quantities and prices, used to build accurate quotations for a deal.
- Churn
- Churn is the rate at which customers stop doing business with a company over a given period, typically expressed as a percentage.
- Conversion Rate
- Conversion rate is the percentage of leads or prospects that successfully move to the next stage of the sales funnel, such as from lead to opportunity.
- CRM
- CRM (Customer Relationship Management) is software that organizes a company’s contacts, deals, and interactions with customers in one place.
- Customer Health Score
- A customer health score is a composite metric that estimates how satisfied and likely to renew or grow a customer is, based on engagement and usage signals.
- Deal
- A deal is a specific sales transaction being pursued with a customer, tracked with a value, stage, and expected close date.
- Field Force
- A field force is a team of sales, service, or distribution staff who work primarily outside the office, visiting customers or sites in person.
- Geofencing
- Geofencing is a location technology that creates a virtual boundary around a place, triggering actions like check-in verification when a device enters or exits it.
- GPS Check-In
- GPS check-in is a feature that records a field rep’s location at the moment they log a customer visit, verifying they were physically present.
- Lead
- A lead is a person or organization that has shown interest in a product but has not yet been qualified as a sales opportunity.
- Opportunity
- An opportunity is a qualified lead with a realistic chance of becoming a sale, tracked through defined stages in the sales pipeline.
- Sales Activity
- A sales activity is any recorded interaction with a prospect or customer, such as a call, email, meeting, or field visit, tied to a deal or account.
- Sales Attribution
- Sales attribution is the practice of identifying which marketing or sales activities contributed to a closed deal, in order to measure their impact on revenue.
- Sales Automation
- Sales automation uses software to handle repetitive sales tasks, such as follow-up emails, lead assignment, and reminders, without manual effort.
- Sales Forecast
- A sales forecast is an estimate of future revenue based on the value and probability of deals currently in the pipeline.
- Sales Pipeline
- A sales pipeline is a visual representation of deals grouped by stage, showing how prospects move from first contact to closed sale.
- Territory Management
- Territory management is the process of dividing customer accounts and geographic areas among sales reps to optimize coverage and reduce overlap.
- Win Rate
- Win rate is the percentage of sales opportunities that end up closed-won out of all opportunities that reached a final decision.
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