A market where the file counts as much as the sale
Rabat and its region attract a clientele shaped by government, institutions and professions with steady incomes. Records frequently involve bank financing, which lengthens the steps between reservation and final signature.
In that context, purely commercial tracking is not enough. A reservation can be signed without the record moving forward, because a document is missing, a certificate is late, or an administrative step has not been chased. The CRM must make those blockages as visible as prospects with no follow-up.
A record stuck for six weeks on a missing document costs more than a prospect who was not called back — and is far less visible.
1. Structuring the buyer record beyond the reservation
The buyer record extends the sales work. It brings together the buyer's information, the unit concerned, the contractual documents, the supporting paperwork and the administrative steps to clear. Each step must have an owner and a clear state.
When those elements live in shared folders separate from the CRM, management loses the overall view. Attaching documents to the record, rather than to an external directory, is what makes it possible to see at a glance what is missing.
- A list of expected documents with received, missing or to-renew status.
- Dated administrative steps assigned to an owner.
- Contractual documents attached to the unit and the buyer.
- An alert on records with no movement for a defined period.
2. Tracking records that depend on bank financing
When a significant share of sales depends on loan approval, the pipeline must separate records awaiting financing from those that are genuinely secured. Confusing the two distorts both sales and cash forecasts.
Record the submission date, the institution involved, the state of the application and the next check planned. The aim is not to track the bank's work, but to know which records to chase and which risk releasing a unit.
- Financing state kept distinct from the unit's sales status.
- Submission date and next check recorded.
- The consequence for the unit if the loan is refused, defined in advance.
- Sales forecasts that exclude records not yet secured.
3. Connecting administrative steps and collections
Drawdowns generally follow contractual milestones. If the payment schedule is kept separately from the record's steps, discrepancies go unnoticed until the monthly reconciliation. Connecting the two lets you see immediately that an instalment is approaching while a document is still missing.
The financial picture must stay simple: what is planned, what is due, what has been collected, and how long an amount has been overdue. Each indicator must lead back to the records behind it.
Take on the records in progress first
Start with reservations that are signed and not yet settled: those are the records where a lack of tracking costs the most. Attach the unit, the buyer, the documents and the payment schedule, then identify those with no recent movement.
Active prospects can be imported straight after. Archives and delivered projects do not need to be migrated immediately for the tracking to become useful.
Frequently asked questions
How do we know which records are genuinely blocked?
By tracking, for each record, the last action taken and the step being waited on. A list of records with no movement for a defined period surfaces blockages before they become critical.
Should supporting documents be stored in the CRM?
What matters is that each expected document is attached to the record with its status. The applicable retention and confidentiality rules should be defined with your advisers before any rollout.
How do we forecast sales when purchases depend on financing?
By separating the unit's sales status from the state of the financing, then building forecasts on secured records. Records still pending are tracked separately, with a rule for releasing the unit defined in advance.