Building a Pan-India Sales Pipeline on Frappe CRM.

Lead and Deal Management

A complete lead lifecycle was configured: New → Contacted → Nurture → Qualified → Converted, with structured Unqualified and Junk states. Qualified leads convert to Deals progressing through a 7-stage pipeline - Qualification (10%) → Demo (25%) → Proposal (50%) → Negotiation (75%) → Ready to Close (90%) → Won (100%) / Lost (0%) - each with probability mapping for weighted forecasting.

Custom fields on the Deal doctype include Deal Type (B2B/B2G), Degree (Hot/Warm/Cold), Project Type, Project Name, City, Size, Number of Units, Total Project Potential, Billed Value, and the forecast fields Current Month, M+1, and M+2 - capturing both opportunity value and actual billing in one record.

Territory Hierarchy

A three-level structure (India → State → District) was built on the standard Frappe Territory doctype. 790 district records were configured and seeded. A custom Parent Territory field on each Deal and Lead auto-populates from the territory's parent, enabling state-level rollups without re-keying. Every dashboard chart and saved view supports filtering on either level.

Cascading Product Catalog

A two-level CRM Product hierarchy was built (150 SKUs across Fans, Switchgear, Appliances, Smart Accessories, Lighting). On both Lead and Deal forms, selecting a Product Category triggers a live-loaded CRM Form Script that instantly filters the Sub-Category field to children of that category only. Clearing the category clears the sub-category - preventing orphaned data. The form-script approach was selected specifically because the Frappe CRM frontend is a Vue 3 SPA, where classic Frappe client scripts do not apply.

Automated Sales-Person Mapping

Three server scripts were developed to keep attribution self-healing:

• 

  CRM Deal - Before Save: when deal_owner changes, the script looks up the linked Employee and populates custom_sales_person and custom_employee. Smart change detection avoids unnecessary writes.

• 

  CRM Lead - Before Save: identical logic for leads, ensuring lead ownership and sales-person reporting stay in lock-step.

• 

  Employee - After Save: validates no circular reporting, syncs Sales Person on/off based on the "Is Sales Person" checkbox, updates the hierarchy tree when managers change, and creates DocShare entries so each sales person sees exactly the leads and deals they own.

Role-Based Visibility

DocShare entries created by the Employee server script ensure each sales person sees only their assigned records. Named saved views - one per territory manager - let leadership open West, South, Northeast, or any custom slice in a single click without re-navigation. Quick filters are pre-configured per doctype for fast list navigation.

Manager Dashboard

A consolidated dashboard delivers 14 components: KPI cards (Active Customers, Annual Sales, Open Opportunities, New Leads in last 30 days), pipeline funnel by stage, sales trends, territory breakdown, sales-person performance, and product-category analysis. Dashboard-level filters cover Territory, Project City, Project Type, and Expected Closure Date - so the same canvas serves the national VP, a zonal head, and a district rep with no separate dashboards to maintain.

Sales Forecast & Billing Projection

Three custom currency fields on the Deal - Current Month, M+1, M+2 - capture monthly billing projections that reps update during reviews. The Insights layer surfaces these as number cards and grouped bar charts (by salesperson and by territory), plus an accountability table flagging deals where projection values are stale - making it immediately visible which reps have not updated forecasts before a review meeting.