Prospects is where deals come together. Reps can see every prospect's stage, contact, close date and notes in one place, and generate an order guide in a few clicks. Admins and DSMs get the whole team's pipeline on one screen: what's closing this week, what's closing this month, and which reps are converting. Ready to fill the pipeline? Click Find new prospects to open the Prospect Finder map and find businesses near you.
Who gets the most out of it
For sales reps: Every prospect carries its stage, contact, competitors, close date and estimated weekly value on one page, so what a rep knows about a deal lives in Pepper instead of a notebook or a spreadsheet.
For sales managers: One page shows how many prospects sit at each stage, what's expected to close in the next 7, 30 and 60 days, which prospects have gone untouched for a month, and how each rep is converting.
Availability
What someone sees on the Prospects tab depends on their role at the distributor:
Admin and DSM employees see the team view, covering every rep's prospects.
Everyone else sees their own prospect list.
Prospects is available on desktop only. It currently doesn't appear in Sales Hub on a phone.
Your prospect list
Reps who aren't an Admin or DSM land on their own prospect list when they click Prospects. It has four columns:
Name
Last activity
Est. value
Date added
Note: When Prospects is turned on, prospects already in Pepper start in the Cold stage. Expect the pipeline chart to show almost everything in Cold and the forecast tiles to read $0 until reps start moving prospects and adding close dates and values.
A search box above the list matches on prospect name. Click any row to open that prospect's page.
Note: The list doesn't show or filter by stage. Stages are set and seen on each prospect's page.
Prospect stages
The stage control sits in the header of every prospect page. It shows the prospect's current stage next to a colored dot. Reps can choose from five stages, listed in this order:
Cold: The prospect has gone quiet.
Discovery: The rep is still learning what the prospect buys.
Engaged: The prospect is in active conversation.
Quote: Pricing is in front of the prospect.
Won: The prospect has been converted.
New is where every prospect starts. It shows on the control but isn't in the menu, so once a prospect moves out of New it can't be moved back.
Changing a prospect's stage
Open the stage control in the prospect page header and choose a stage. The change is immediate, with no confirmation step.
If the change can't be saved, the prospect goes back to its previous stage and the rep sees Couldn't update the stage. Please try again.
Note: There's no undo, but a rep can pick the previous stage again from the menu. The exception is New, which can't be reselected.
The quick actions card
The quick actions card on the prospect page holds up to four actions:
Generate order guide. Builds a starter order guide from the prospect's online menu or from a menu file the rep uploads. Accepts JPG, PNG, HEIC and PDF. See Prospect Finder and Order Guide Generator for how generated order guides work.
Add activity note. Logs a note against the prospect. Appears only once the prospect has a conversation attached.
Edit customer. Opens the details panel. See "Editing a prospect's details" below.
View in operator mode. Switches into the operator portal so the rep can show the prospect what their ordering experience would look like. [VERIFY: what does the rep land on for a prospect who has never ordered? An empty order guide, the catalog, something else? Add one sentence here once confirmed.]
Editing a prospect's details
Click Edit customer in the quick actions card to open the details panel. It holds:
Contact details
Competitors
Estimated close date
Estimated weekly value
Every field is optional, but the estimated close date and weekly value feed the manager's forecast tiles, so a prospect without them won't show up there.
If a field isn't valid, the panel says so under it: Enter a valid email address, Enter a valid phone number or Enter a valid amount. If the save fails, the rep sees Failed to update customer and the panel keeps their edits so nothing has to be retyped.
Opening Prospect Finder
Prospect Finder, the map for finding new businesses nearby, opens from the Find new prospects button at the top right of the Prospects tab. The button is on both the rep list and the team view.
To return, click Prospects in the sidebar or use your browser's back button. The sidebar keeps Prospects highlighted on both screens.
Note: When a rep claims a business on the map, it's added to their prospects.
For how searching, filtering and claiming work on the map, see Prospect Finder and Order Guide Generator.
The team view
Admins and DSMs open Prospects to a team page. It has four parts, top to bottom.
Forecast tiles
Three tiles, headed Closing next 7 days, Closing next 30 days and Closing next 60 days. Each shows how many prospects are expected to close in that window and their combined value.
The tiles read from the estimated close date reps set in Edit customer. A prospect with no close date isn't counted in any tile.
Prospect pipeline
A bar chart headed Prospect pipeline with one column per stage, showing how many prospects sit in each. When there's nothing to show, it reads No prospects in this view.
Prospects
Every prospect across the team in one table, with columns for Prospect, Stage, Rep, Weekly value and Last activity. Last activity reads Today on the day of the last activity and a day count after that.
A prospect with no activity in 30 days is flagged No activity in 30 days on its row. The flag is informational and doesn't change the prospect's stage.
Three controls narrow the table:
Search prospects matches on prospect name.
Stages filters to Cold, Discovery, Engaged, Quote or Won.
Sales reps filters by rep and has its own search box. Clearing every selection shows everyone.
The Sales reps filter also applies to the forecast tiles and the pipeline chart, so a manager can look at one rep's numbers or the whole team's. Stages and Search prospects only filter the table.
Note: New isn't a filter option in Stages.
Sales reps
A table headed Sales reps with one row per rep and columns for Rep, Value, Conv, Notes and Avg time. A WTD / MTD / YTD switch above the table sets the time range.
Frequently asked questions
I clicked Prospects and the map is gone. The Prospects tab now opens to your prospects. Click Find new prospects at the top right to open the Prospect Finder map.
I'm on the map. How do I get back to my prospects? Click Prospects in the sidebar or use your browser's back button. The map has no button back.
Everything in the pipeline is Cold. Prospects that were already in Pepper when this launched start in Cold. Move each one to the right stage from its prospect page.
The forecast tiles all say $0. The tiles only count prospects with an estimated close date. Open a prospect, click Edit customer, and add a close date and estimated weekly value.
I filtered to a stage but the pipeline chart didn't change. The Stages filter only applies to the Prospects table. The chart and tiles follow the Sales reps filter.
I can't see stages in my prospect list. The rep list doesn't show stages. Open a prospect to see or change its stage.
Is Est. value different from Weekly value? No. They're the same number, labeled differently in the rep list and the team view.
I see only my own prospects, but my colleague sees the whole team. The team view is shown to employees with the Admin or DSM role. Ask your admin if your role should change.
I can't find Prospects on my phone. Prospects is desktop only.
I can't move a prospect back to New. New can't be reselected once the prospect moves to another stage.
I changed a stage and it switched back. The change didn't save. You'll see Couldn't update the stage. Please try again. Try the change again.
Can I drag a prospect between stages on the pipeline chart? No. The chart shows counts only. Change the stage from the prospect's page.
I marked a prospect Won. Why is it still in my list? Stages track progress. Won doesn't move or remove the prospect.
Can I filter the table to New prospects? No. The Stages filter covers Cold, Discovery, Engaged, Quote and Won.
For admins
The team view follows the role on each employee's record at your distributor. Employees with the Admin or DSM role see the team view; everyone else sees their own prospects. There's no separate Prospects setting to grant.
To give someone the team view, change their role to Admin or DSM. A role change affects what that person can do across Pepper, not only on the Prospects tab, so check what else the role unlocks before changing it.
For access questions, contact your Pepper account team.