Streamline the opportunity sales process for life sciences with airSlate SignNow

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hello and welcome to another savantis fast class I'm Jessica a CRM technical consultant today we are continuing our series on the sales process last time we covered leads the first step in the sales process and if you haven't had a chance to see the first part of that series done by me uh let's quickly recap Leeds are a unique entity in the system they represent potential clients and sales at the beginning end of the sales funnel because not all leads pan out we consider the lead entity a holding table for those potential clients keeping them separate from opportunities and the rest of your database keeping that clean the whole lead form including the process bar at the top of the page here is highly customizable and savantis can help you with that when you've adequate adequately nurtured your lead gathered the information you've deemed necessary and want to move them to the next step of the sales process you can qualify the lead you can also disqualify or close that lead if you determine the lead will not pan out at this point your qualified lead now becomes an opportunity which represents more likely sales from either new or existing customers that's the topic of the day so let's dig in if you have questions at any point feel free to drop them in the chat my colleagues are there to answer them for you so I'm gonna qualify this lead here Janice Joplin okay so now you see we have qualified that lead and it has become an opportunity uh one of the benef there are many benefit benefits of creating an opportunity from an existing lead uh namely that that data transfers from the lead to the opportunity so it doesn't require additional data entry you can see here that we have a contact record now for Janice if we click on this look up you can see that brings us to her contact record and all that information I included in the lead record is now available here um you can see also that an account was created for Janice as well when I converted that lead to an opportunity so now that we've decided that she is worthy of this system um we have an account and a contact that have been automatically created for her and we have an opportunity that we can work from here without duplicating our data entry efforts also up here you can see when I converted that lead to an opportunity that has moved us along the business process flow up here at the top so we've moved from the qualify stage to develop um and again this this business process flow is highly customizable for whatever your sales process is whatever that information um is that you need to kind of track your progress along the way we can add into this this bar for you and the other thing here I is uh that lead that qualified lead information is still available to you for historical purposes so you can see here that that record that lead record for Janice is still here and it is has been um switched to a qualified lead it is now in a read only status status because of that but it is still here for any of your kind of reporting or historical data needs we can also create opportunities here from scratch um by clicking on that ribbon at the top clicking new and we can create a a record so let's create that opportunity now and uh maybe you want to assign your um opportunity record to a sales team here um you know we have created a a regional sales team here for the Midwest that I can assign this to um you can also use teams for security and we do have a fast class on that for you as well and we will link it for you if you want to check that out so here we have assigned our new opportunity to our sales team in the Midwest and we can fill out any information that that we need now let's swap over to an opportunity that is a little further along in the sales process here so we can look at kind of the important items that you can keep track of so here's an existing opportunity in our system and you can see more information has been filled out we have um estimated Revenue which is a more important field for this system and it can be done a couple different ways this can either be manually entered or it can be calculated automatically with uh products that are added to the opportunity you can keep track of when you expect this uh sales to close who's responsible for it uh and we also have some sub grids over here on the right so you can keep track of stakeholders anyone interested in this opportunity anyone who should be involved in the sales process and any competitors that you should maybe watch out for we have that business process flow along the top here where you can kind of keep track of steps in the process and that everybody in your team should follow to make sure you are consistent with your sales process may we have all as we have already identified our stakeholders and competitors I can March that along the the business process flow if it's completed we can move here to the next stage let's kind of walk through how we can add products to our opportunity and this again can be done with products that are added to your quote along the way or just with opportunity products here if you do your quoting um and Order fulfillment outside of the system so we can add products here that are located in the product catalog or we can also add a write in product as well and we can give that a price and we can open up here an existing product you can see what that looks like here so this is a lookup that pulls in from our product catalog this set this price has been set in the product catalog as well and that price can also be overwritten if for example this client gets a discount and you can see down here we are given the total for our opportunity thus far um a note about these products and these this pricing uh this is another one of those things that will move with your uh with your sale As you move through the process so when you reach the next step that is quoting um those prices whatever prices you have set whatever products you have added to this opportunity will also flow over to that quote so you are not duplicating data entry and adding potential mistakes into your sale so like this whole system and you hear from us likely in every class on CRM this opportunity form is highly customizable the business process flow at the top here is also customizable so whatever fits your process we can make CRM work for you here which allows you to build a perfect form for your sales process so some popular customizations that clients will make to this form is to add in some sort of probability some expectation of sale um or confidence um this business process flow is highly we often see is highly customized um and another really um useful uh item in the opportunity and and um sales process is the is the pipe sales pipeline so we can take a look at that now starting at any any of your lists um that um you have customized lists or views you can do a show chart up here and scroll down um inside these chart titles and you'll see sales Pipeline and I'm going to change my view to all opportunities and you can see kind of how many how much uh potential sales we have in each section of the sales pipeline so you can see I have um a big chunk of my estimated Revenue here is found in the proposed stage of the opportunity so this as you get you know further down this funnel you're reaching um you know sales with a higher confidence they're further along the sales process so it's just a nice visual sum of the estimated revenue of all the opportunities across stages as with other charts in CRM this one changes based on The View you have selected okay so let's go over making a view in opportunities that specifically shows the opportunities that are owned by that Midwest sales team so we can open edit filters here and the field we're looking for is owner I can scroll down or I can start typing in the name of that field and I want to use um team a team I want to assign this to a team so I'm going to say equals current users team because I'm a part of this Midwest sales team and I'm going to click apply so now we can see here that these are the two opportunities owned by that Midwest sales team so now I can save that view open opportunities I'm going to say mid by the Midwest sales team and I'm going to click save a little typo there but now we can kind of keep an keep track of those opportunities that are important to this team so now that I've done this I can look at the sales funnel for just my team team and I can see that we're doing pretty good here with our open opportunities we have most of that um estimated Revenue in the proposed stage of the opportunity um process so we're we're further along you know in that sales pipeline every sales process is different but opportunities must be nurtured to the point that they go one of two ways the opportun Unity is lost mid opportunity stage of the sales funnel maybe they're no longer interested or they are not a good fit we can mark that opportunity as closed as lost and we can give a reason to provide our team with more information for reporting and that brings it to a read only status so the other option is that they can uh they move forward with the opportunity and you would create a quote so here we have an active quote that we've created from the opportunity you can see all that information has flowed over um information about the client as well as the products that we have selected and added to the opportunity so from from here we can either revise the quote maybe there's further negotiation that has happened with the quote or we can create the order so once that quote has been accepted and you create the order that will also come back and mark your opportunity as one so here you can see I have my one opportunities and we can open up that opportunity and you can see here it's now read only and that the status is one so that whole process is kind of tied in together the data flows from the lead from the opportunity to the quote to the order and then it goes back and closes this opportunity for you as one the quote is both embedded in the opportunity stage of the sales process and its own entity though it is highly tied to the opportunity stage it's a big topic topic that we're going to focus on uh the next part of our sales process Series so be sure to check out that class as well so check out our schedule and tune in next time to continue this discussion of opportunities and quotes thanks for joining us everyone