Sales Journey Completion

Prerequisites

Before configuring Sales Journey Completion settings you must:

1. Read the Reactivation Eligibility article

   1. This configuration controls when Leads/Contacts become eligible for new sales journeys, which affects critical Lead, Contact, and Opportunity reporting

2. Ensure all relevant stakeholders have signed off on the definitions of your configuration

   1. Example sales process diagram:

3. Before you get started, ensure you have the required permissions.

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:

1. Navigate to Integrous Admin Settings > Sales Journey Completion

2. Expand the Lead or Contact criteria section

3. Click "+" to create a new criteria set or modify the existing one

4. Click "Add Criteria" to define your conditions

5. Select fields, operators, and values

6. Configure the Sales Journey Outcome value

7. Enable the toggle to activate your configuration

8. Click Save

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:

1. Navigate to Integrous Admin Settings > Sales Journey Completion

2. Expand the "Won Opportunity" or "Lost Opportunity" section

3. Configure your criteria following the same process as Lead/Contact dispositioning

4. Click Save

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:

1. Navigate to Integrous Admin Settings > Lead/Contact Disposition Settings

2. Set the "Activation Auto-Disposition Days" value (default is 90)

3. Click Save

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

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.