Empower Your Business with Crm Opportunity Management in Mexico

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so let's have a look at opportunities we were just well Before we jump into opportunities a quick refresh on where we were with its precursor in Leeds so we were working a lead for Jacqueline kid well let's have a look at its data so I'm logged in now as the CRM boss I know that my CRM user was busy work in this case what happened I can see some communications at 8 minutes past 3:00 our CRM user made an outbound telephone call to mrs. Tidwell and seems to have arranged to visit to confirm details of the boiler type at 4:00 p.m. this afternoon and he's added a note it looks like so electrical Bosch boiler there's one file attached in this so let's have a look we've got oh yes there's a picture of the boiler she's taking a photograph of the boiler on-site he's come back he knows exactly what it is we have to maintain so we've got enough information now it's a qualified lead we know who wants a service or a part or a product from us we know what they need it for we know what our effort is going to be in doing it and so it's now gone from knowing little about it which is a request to somebody to serve as the boiler to now knowing enough information about it to turn this into an opportunity now one of the beauties of the cloud works IT and travail platform is that you can jump really into any one of these constituent building blocks I could produce an invoice right now so mrs. Tidwell without actually creating an opportunity for it without then creating an order for it but to the purposes of the videos especially these quick introductions I'll follow a best-practice process that a lead turns into an opportunity which turns into an order which turns into an invoice and so on so let's work our way through this lead as if it was turning it into an opportunity so in our leads platform at any time when you get enough information to qualify the lead and turn it into an opportunity that you wish to forecast and practice a lead doesn't show on your dashboard your little widgets and all these tools here you see they're all showing zero and my annual target is still fixed at its previous benchmark so back to Leeds it's now time to turn this lead from mrs. Ted well into an opportunity that our business can keep on working so little drop down triangle next to the pen so I either edit the opportunity lead itself or I can upgrade the lead into an opportunity so same as always red background is a mandatory field white backgrounds are optional the more information you put in the better that information is for you as a business over the long term things seem simple to remember at that moment in time all right after you've hung up the telephone or just been reviewing the email history two years later they won't make any sense unless you've completed as much information as you can boiler maintenance visit and opportunity is open process type standard billing process immediate sale so on sale this would be worth 100 percent of its value to is which is typical for maintenance maintenance contractors are one-off so we go back to over what term of days would this allow the big remain open as a payment I'll have zero the source campaign for an opportunity could fundamentally be different from a lead that you're maturing it from so you get the choice to select it again here the opportunity source again can be different to the source of the lead the lead could have come from colleague who bumped into this person but then a further conversation with this person shared it was different so the opportunity can come from a different place but any if you want to create a new source you click on the new option and the type is the type of opportunity so our professional services as a new function this is a new system so I'll start feeding it with a thing that we normally encounter as a business closed date well the boiler works you to be done on Saturday so we'll get payment on the Saturday before we leave the business it'll be manually closed on that date and it's going to enter the pipeline that report as a time so a pipeline opportunity is where it's going to show but you're not fully committing it yet committee would be as a sales person I'm committing this will come in it's a guarantee it's a sure thing and omit it means I don't want the sales management team to see this opportunity on my pipeline until I've matured it a little bit so you can leave it omit it I'll just have it so it's regular pipeline the process professional services and the stage were at the moment is preparing a quotation and these stages are set by your administrator as well as the percentage from zero it's never going to be one - it's dead right the way through to 100% the opportunity was once I'll say we're preparing the quotation that means my probabilities are 10% so preparing the quotation at 10% I can't have a higher confidence and say yeah I know it says 10% normally but I'm pretty pretty confident this deal is going to come in so I'm going to give it a higher probability and if I market private only I can see the opportunity so not complete yet we have to tell it what products and services we're going to be having so we're going to add a service which is already been created by my CRM administrator domestic equipment servicing which is a service that is our base so we'll have one of those how much time do we think we'll need on-site one and a half hours up up one and a half in and the rest including the subtotals v80 and what-have-you are automatically calculated I'll offer an 11 percent discount no our administrator says for this product the maximum discount is 10 if I try 15 you see it's defaulting to 10 I can put nine in that's fine so these limits are established by your admin so I've added now one and a half hours worth of work it rounds up to two here in the quick overview but the figures are accurate and I'm going to add a product now because I know in the original site visit that we need a thermocouple replacement one of those they're 46 cost to us we sell them to 58 be 80 at 20% I'll do three percent discount on that so I've got my new total and I also need a fixing kit for this thermocouple so I'll add that is a product and there we go there's my thermocouple fixing kit it's a standard part I'm not going to add any discount on that so I've got my product I know the opportunity info the who the what and the when the description needs to be extended now you can see the original description from the lead has been promoted please refit a new thermo couple unfixing kit and service the boiler as our whole so any additional info this is the original opening rate the closing date service I'll leave it on Saturday no competitor wasn't referred by anybody and the owner is the CRM boss the billing process we set here in the opportunity info so that's it 100% of the cost of this opportunity would be payable to our electrician on completion of the work on-site on Saturday so we finished that now one of the key things in opportunities is that some opportunities occur over and over and over again let's say Europe you're a window cleaner or a gardener or a pool cleaner or you're tasked with valeton cars once a month every month at a regular location for a customer once you have a opportunity created you can make it a recurring opportunity with this little drop-down make it recurrent and in that you can set it to recur every month every quarter or every year and you can set the amount of time that this opportunity sits on your dashboard before you chase it through and create the invoice so this ability to create an opportunity once against known sets of requirements like time and cleaning materials and everything else you need for that job the beautiful thing is you can easily make it a repeating opportunity that will appear in your calendar and in your dashboard at the relevant time and date as you see fit so now the lead disappeared and the information has become an opportunity and it's ready to be worked you see our editing options I can order stock to fulfill this order if we're using a stock management platform I can create a client order from the opportunity means they're going to firm commit order for this what if mrs. Tidwell says can you send me a copy of or an estimate of the time and materials required to this so I would create a client order I could send it to them she might ask for an invoice of the cost before we go and do the work because you need someone else to give her the money to pay for it like a landlord and so on so there's a lot of variables here as to what you do with an opportunity once you've got one as we pop back to our CRM dashboard now having created the opportunity it's not showing in my performers as it is so I've got an on committed pipeline financial year estimate 273 pounds of 91 pen so I've got a long way to swim yet to come this year but we're on our way so I've got 10% probability so far in my pipeline for bringing in an order worth 273 pounds 91 and so on so the more information we start adding at the various levels of maturity through the customer relationship management lifecycle the more relevant your reporting and dashboards will become