Sales Management - Contact Segmentation

Contact Segmentation in Sales Management

Purpose

The Contact Segmentation feature allows you to categorize clients and prospects into distinct groups according to their characteristics, relationship type, or business relevance.
By segmenting contacts, sales teams can tailor communication, prioritize leads, and generate reports that reflect the dynamics of each client segment.

This configuration ensures that contacts are aligned with company strategy and facilitates targeted marketing and sales initiatives.

Path

Control Center → Sales Management → Contact

Accessing the Configuration

Navigate to Sales Management → Contact → Contact Segmentation.
Click Add Contact Segmentation to create a new segment.
Use the Edit icon beside any existing segment to modify its details.
The Delete option allows removing a segment no longer in use.

Configuration Fields

Field	Description
Name	Defines the title of the segment (e.g., Corporate Clients, Government/Public Sector, Individual Clients).
Company	Indicates the company or business unit to which the segmentation applies.

💡Tip The Company field supports multi-company environments, ensuring segmentation criteria can be customized per business unit.

Example

Field	Example Value
Name	Corporate Clients
Company	Architecture Company

Usage

Contact segmentation can be applied across various Sales Management features such as:
- Lead qualification and prioritization.
- Pipeline filtering and reporting.
- Customized marketing communication strategies.
When creating or updating a contact record, users can assign it to the appropriate segment for better data organization.

Best Practices

Keep segment names clear and concise — they should reflect a consistent logic (e.g., Corporate, Individual, Government)
Avoid duplication — ensure each contact type fits into only one category.
Align with reporting needs — define segments that make sense for analytics, dashboards, and performance reviews.
Review periodically — adjust segmentation as your sales or client structure evolves.

Summary

Item	Description
Feature	Contact Segmentation
Location	Sales Management → Contact
Objective	Categorize contacts for organized sales and communication management
Key Fields	Name, Company
Typical Segments	Corporate, Individual, Government, Non-Profit

Sales Management – Contact Lifecycle
Types – Global Types Setup (Sales-related)
System – User Profiles and Access Rules
System Configuration – Companies Setup