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Configuring Status, Pipeline and Opportunities |
Some users elect to keep track of a simple Sales Status and Pipeline record, and Sales Opportunities within Open Leads. While not required, it can be useful in getting a basic understanding of your sales volume and prospect statuses.
To configure your Sales Opportunities, click on your Settings Tab, and then on Opportunities. Each account can have up to 10 Sales Opportunity Channels. Configure as many as you need for the different product lines you offer. The first step is to name your opportunity, which is done by clicking on "Opportunity 1." You can then give this Opportunity a descriptive label - "Widgets," for example. Once you name your Opportunity, you will see that the box expands and gives you percentages from 0 to 100%, and the ability to label one or more of these percentages. You can use these to identify "likelihood of close" or you can label them to represent stages within the sales process. Examples of the later option would be "Not yet contacted" for 0%, "Contract Submitted" for 90%, and "Closed Sale" for 100%. How you use this feature is entirely up to you and what works best for your business.
These sales Opportunities will work in conjunction with your Lead Status and Sales Pipeline amounts on the lead detail screen, and you can then use the View system to create "reports" for your sales over certain time periods. You may also automatically increment or update this information for leads using your Workflows.
One of the newest features of Open Leads is the Lead Status/Pipeline functionality. Located within the lead detail screen this feature allows you the ability to track the progress you've made in the sales process with that lead. Keep in mind that you must either be an account administrator or assigned to the lead in order to make changes to any sales pipeline component. This feature is broken up into four components:
Status- Highlight the row marked Status with your mouse. Click over this area to display a drop down list. From here you will assign this lead a predefined status (hot, cold, closed won). As you proceed through the sales process you can update this status following the same procedure.
Opportunity- An opportunity is one of the product lines/services that you are selling to your prospects. You may define up to 10 product lines/services. Note that Opportunities must first be created by choosing the Opportunities icon (located off the settings tab). To apply an opportunity click on the row and select the appropriate opportunity from the drop down menu that results.
Opportunity Stage- Once you have created and applied the appropriate opportunity to your lead you have the ability to specify which stage of the sales process the lead is in. Like opportunities, opportunity stages must be defined by choosing the Opportunities icon. When each opportunity is setup you have the option of defining the stages for it. These stages are based on percentages of completion. Select the appropriate opportunity stage by clicking on that row and choosing from the resulting drop down menu.
Value- This row allows you to define how much money a closed sale with that particular lead will be worth. For example lets say you are trying to sell someone a $99 dollar a month membership. If thats the case click over this row to display the text entry box. Enter 99 and choose the type reoccuring. If this sale offers only a one time amount simply choose one-time.