# Sales Journey Completion

## Prerequisites

Before configuring Sales Journey Completion settings you must:

* Read the [**Reactivation Eligibility**](https://help.integrousanalytics.com/v1/docs/reactivation-eligibility) article
* This configuration controls when Leads/Contacts become eligible for new sales journeys, which affects critical Lead, Contact, and Opportunity reporting
* Ensure all relevant stakeholders have signed off on the definitions of your configuration
* Example sales process diagram:

![](/files/6bfeba338f311b1b164d9c0421ac43555e093c79)

* Before you get started, ensure you have the [required permissions](https://help.integrousanalytics.com/v1/docs/admin-console#prerequisites).

Ready to configure? Let's walk through the Sales Journey Completion settings in the Admin Console...

***

## Sales Journey Completion Configuration

Sales journeys are completed in two ways (there’s a tab in the Admin Console for each):

* Lead, Contact, or Opportunity Dispositioning
  * When records reach configurable terminal states:
    * Lead/Contact: Status = Disqualified, No Response, etc.
    * Opportunity: Closed Won or Lost
  * Note: Once an Activation links to an Opportunity via the ‘Primary Opportunity’ field, only the Opportunity controls when the Activation completes
* Lead or Contact Dormancy

### Lead, Contact, and Opportunity Dispositioning

#### Lead/Contact Dispositioning

Configure criteria for actively closing sales journeys:

{% stepper %}
{% step %}

#### Navigate

Navigate to Integrous Admin Settings > Sales Journey Completion
{% endstep %}

{% step %}

#### Expand

Expand the Lead or Contact criteria section
{% endstep %}

{% step %}

#### Create or modify criteria set

Click "+" to create a new criteria set or modify the existing one
{% endstep %}

{% step %}

#### Add criteria

Click "Add Criteria" to define your conditions
{% endstep %}

{% step %}

#### Define conditions

Select fields, operators, and values
{% endstep %}

{% step %}

#### Configure outcome

Configure the Sales Journey Outcome value
{% endstep %}

{% step %}

#### Enable

Enable the toggle to activate your configuration
{% endstep %}

{% step %}

#### Save

Click Save
{% endstep %}
{% endstepper %}

When a Lead or Contact meets these criteria, the system will:

* Set Sales Journey Completion Date to the current date
* Set Sales Journey Outcome to your configured value

**Important:** If no criteria are configured, sales journeys will only be completed via stage advancement or inactivity.

#### Opportunity Dispositioning

Configure criteria for completing sales journeys when Opportunities close:

{% stepper %}
{% step %}

#### Navigate

Navigate to Integrous Admin Settings > Sales Journey Completion
{% endstep %}

{% step %}

#### Expand

Expand the "Won Opportunity" or "Lost Opportunity" section
{% endstep %}

{% step %}

#### Configure criteria

Configure your criteria following the same process as Lead/Contact dispositioning
{% endstep %}

{% step %}

#### Save

Click Save
{% endstep %}
{% endstepper %}

When an Opportunity meets these criteria, any Activation Engagements that have this Opportunity as their Primary Opportunity will be updated with:

* Sales Journey Completion Date: Opportunity Close Date (not the current date)
* Sales Journey Outcome: Your configured value (default is "Won Opportunity" or "Lost Opportunity")

#### Technical Notes

* Stage 6 Date always syncs with Close Date, even if Close Date changes after the Opportunity is closed
* If Close Date changes on a Closed Opportunity, Sales Journey Completion Date will automatically update to match
* If an Opportunity changes from Lost to Won (or vice versa), Sales Journey Outcome will automatically update
* The system will NOT update Completion Date/Outcome if an Opportunity is "reopened" (changed from Closed to Open)

For more details on Sales Journey Completion and its impact on reactivation eligibility, see the Quick-Start Guide.

### Lead/Contact Inactivity (Auto-Dispositioning)

The system automatically completes sales journeys for inactive Leads/Contacts:

{% stepper %}
{% step %}

#### Navigate

Navigate to Integrous Admin Settings > Lead/Contact Disposition Settings
{% endstep %}

{% step %}

#### Set auto-disposition days

Set the "Activation Auto-Disposition Days" value (default is 90)
{% endstep %}

{% step %}

#### Save

Click Save
{% endstep %}
{% endstepper %}

A journey is considered inactive when ALL of these conditions are met:

* The Activation Engagement is older than the configured number of days
* No Stage advancements (Stage 1, 2, or 3) occurred during that period
* No new Engagements were created for the Lead/Contact during that period
* Primary Opportunity is blank

When these conditions are met, the system automatically populates:

* Sales Journey Completion Date: Current date when the auto-disposition runs
* Sales Journey Outcome: "Lead Dormancy" or "Contact Dormancy"

#### Technical Notes

* Auto-disposition runs as a scheduled process, evaluating all Activation Engagements
* The default 90-day period is designed to balance accurate attribution with practical reactivation timing
* Setting too short a period can lead to excessive reactivations; too long can result in stale attribution data
* Setting a value of “0” will ***disable auto-dispositioning*** entirely, causing Engagements to remain active indefinitely
* Once auto-disposition occurs, the Lead/Contact becomes eligible for reactivation

### Example Simple ‘Sales Journey Completion’ Flow

![Flowchart illustrating lead reactivation eligibility and sales journey completion outcomes.](/files/4d862747d41f92ef160638ccbe2a60f69141a406)

***

## Lead Dispositioning Example

In this example, when the Lead Status is moved to ‘Disqualified’, the system will update the Lead’s Current Activation Sales Journey Completion Date to today with a Sales Journey Outcome of ‘Disqualified Lead’ (as long as Sales Journey Completion Date doesn’t already have a value). It would also suppress this logic if the Current Activation ‘Primary Opportunity’ has a value, but that shouldn’t happen for Engagements belonging only to a Lead.

![](/files/37acf1a4ed54fce115020f57c7c423b7d783999c)

The central interface within Salesforce where administrators configure the Integrous Analytics system, including sales journey stages, data mapping, and other settings.

A lookup field on Leads and Contacts that identifies their most recent Activation Engagement, providing access to attribution and sales progression information.


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