To ensure all IT‑related items are processed correctly and commissions are properly recognized, frontline reps must follow the IT Opportunity Workflow described below.
This process ensures that all qualifying items are routed into the official IT systems where they can be managed, billed, and tracked.
1. Frontline Rep Creates the Salesforce Opportunity
Frontline reps begin by creating a Salesforce Opportunity, following the instructions provided by the Salesforce team exactly.
This is required for any item routed to IT.
🛑 Frontline reps cannot move IT opportunities to Closed Won.
Only the IT team can complete that step within their system.
2. Salesforce Opportunity Automatically Transfers to HubSpot (IT CRM)
Once created correctly, the Salesforce Opportunity:
Automatically syncs into HubSpot, the official IT CRM
Appears in the IT Salesperson’s queue for follow‑up
No additional action is required from the frontline rep once the Salesforce opp is created properly.
3. IT Salesperson Manages the Full IT Sales Cycle
After it’s received in HubSpot:
The IT Salesperson takes ownership of the opportunity
Manages all stages through to Closed Won
Ensures the deal is billed through the IT billing system
This step is critical to ensure accurate IT revenue and commissions.
4. Why This Process Matters
Following the IT workflow ensures:
✔ Proper routing into the correct IT systems
✔ Accurate IT revenue reporting
✔ Correct commission payment
✔ Compliance with IT billing and service processes
Incorrect handling — including missing steps or sending IT items through non‑IT workflows — results in:
❌ The opportunity not being processed as an IT sale
❌ No IT commissions
❌ Potential revenue reversal
Need Help?
Fastest response: Open a Case in Salesforce
Contact your assigned IT Representative for deal support