Qualification Gaps Agent

The agent checks the opportunity when it is created and whenever it advances. Running at both points catches qualification gaps early, then checks them again as the deal moves forward.

• Trigger: An opportunity is created

• Trigger: An opportunity advances to a new stage

Next, the agent reads the MEDDIC or BANT fields already on the opportunity, along with the supporting activity in the deal record. This lets it check the framework you actually run against the information already captured on the deal.

• Framework: MEDDIC or BANT, whichever you run

• Include: Existing qualification fields and supporting activity on the opportunity

Using the opportunity record, the agent finds every qualification field that is empty or has no supporting activity. It separates fields with no value from fields that have been filled in but are not supported by anything else on the deal.

Once it has the list, the agent ranks the gaps using the opportunity’s current stage and how far the deal has progressed. The report covers fields that are missing, empty, or contradicted by activity in the deal record, with the most important gaps first.

If it finds gaps, the agent continues to create a task for the deal owner. If it finds none, it stops, so reps do not receive tasks for deals that already meet the qualification framework.

• Continue: One or more qualification gaps are found

• Stop: No qualification gaps are found

Finally, the agent creates a task for the deal owner with the ranked qualification gaps. It dates the task to the opportunity’s stage because the gaps need to close before the deal moves forward.

• Assigned to: The deal owner

• Contents: The ranked qualification gap report

• Due date: Set according to the opportunity’s current stage