SALES OPPORTUNITIES
Legrand CRM provides a structured approach to managing your sales opportunities.
This provides management with the tools to plan and review opportunities and to develop strategies for progressing
them through the sales process.
Your first step is to configure the system by specifying the distinct phases that exist in your sales cycle. Once
that is done you can manage and analyse your sales opportunities.
The following information is available in a Sales Opportunity record:
Core Data Fields - Company, summary description, sales status, notes, estimated revenue, probability, date created,
estimated close date, Account Manager, plus 2 user-definable fields (e.g. Territory and Product Category). Of course all of
these fields can be renamed to meet your specific needs.
3rd Party Link - A sales opportunity can be linked to a 3rd party organisation i.e this could be used when you have
distributors, resellers or external consultants that might be involved in a sales opportunity.
Marketing Link - A sales opportunity can be linked to the marketing activity that generated the opportunity. This
enables you to measure the results of your marketing campaigns.
Stage Notes - You can keep separate notes for every phase in your sales cycle.
Activity Notes - Retain a list of all the Activity Notes linked to this sales opportunity.
Tasks - Keep track of all the Tasks that are related to this sales opportunity. Set new Tasks for your colleagues
and monitor how existing tasks are progressing.
Progress, Regress - At any point in the sales cycle you can Progress, Regress or Close Off a Sales Opportunity.
Whenever there is such a change, the system can automatically create an Activity Note to record the fact that there has
been a status change. This allows you to monitor the progress of an opportunity and measure the time each opportunity is
taking through every stage of the sales cycle.
Closing Off - At any point in the sales cycle you can Close Off a Sales Opportunity. When doing so you must
specify the outcome (Won, Lost, No Sale) and the reason.
Analysis
Not only can you quickly produce a graphical analysis of current sales opportunities, you can also segment this analysis
by Account Manager and/or by either of the two user-fields that are at your disposal. The resulting graph can be exported
to Microsoft Word with a single mouse-click. Sales reports have never been easier to generate!
Much can also be learned from what has happened in the past. By capturing the outcome of every sales opportunity, Legrand
CRM enables you to analyse past sales opportunities. You can compare the Won/Lost/NoSale outcomes over a period of months
and segment this analysis by Account Manager and/or by any of the user fields. For example, this could be used to compare
the Won/Lost ratios for every sales territory in say, the last six months. Or you can review how successful your sales
people are with certain products, allowing you to create a more specialised and successful sales team.
