Hey Champions, Thomas here from Sales Tempo. As an Account Executive and a long-term partner of Salesloft, I wanted to share how we manage a high volume of inbound opportunities - 15 to 20 new ones per rep each week. It’s an exciting problem to have, but without the right system, it can quickly become chaotic.

Here’s how it works for us:

• Cadence kicks off the process: As soon as a lead comes in, it automates from our CRM directly into a cadence, ensuring every initial touchpoint is tracked. Follow-ups, calls, booking demos - all handled automatically.
• Activity travels upon conversion: Once the lead becomes qualified, it's converted into an Opportunity and shows up in Deals. The best part? All of the prior activity travels with it so there's no need to start from scratch. Things aren't lost in the shuffle since we get to see the full history of the interaction when we convert the lead.
• Clear visual pipeline: Pre-created Team Dashboards give us and our customers a real-time, visual look at the entire pipeline, making it easy to spot a stuck opportunity, a late-stage ghost, or a fast mover in seconds. When volume is high, clarity is everything.
• Deal Progression Indicators: These color-coded signals (green, yellow, red) tell me exactly where each opp stands based on engagement - green if we’re humming or red if it’s stalling or going cold. We live for instant feedback.
• Deal Stage Triggers: While not a function of Deals, once the Opportunity is marked as Closed Won, we trigger the Primary Contact via a Scheduled Report into a cadence for our post-sales team. This ensures our client teams already have the touchpoints scheduled for our new customers.

Personally, Deals has been a lifesaver and something we recommend to all teams with a heavy inbound flow. Managing a ton of new inbound opportunities each week would be a nightmare without it. It’s helped stay organized, keep deals moving forward, and most importantly, close more business. 

How do you manage your inbound opportunities? Any tools or strategies that have worked for you? Share below!