Specify suitable accounts, relevant roles, a business problem, decision context and an agreed next step. Your exact criteria should match the sales process and market, not a universal checklist copied from another company.
Record requests, approvals, introductions delivered and meetings held. They are important operating measures but should not automatically create an opportunity value in the CRM.
An introduction that adds a stakeholder or reference may influence an open deal. Record that contribution without calling the opportunity newly sourced.
Inspect whether opportunities advance and whether reps accept the meetings as useful. A prestigious connector can create a polite meeting with no buying basis.
Orbb's Referral Agent should be assessed on completed introductions and qualified contribution. Agree definitions before launch so service reporting and the sales team's pipeline review use the same evidence and standards.