Sales opportunity management for R&D

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hello and welcome to this session on creating and progressing opportunities opportunities are used within dynamics for recording potential sales and can also be used for tracking communications regarding a potential sale as well as building pipeline reporting information to create a new opportunity select the drop down arrow that you see here on the module selector we can then select sales and then we'll select opportunities once we have the opportunities selected will then select this option here in the top left hand corner marked as new we can then add in a little bit further information on what they interest in so I'm going to add in here possible reconfiguration once we've done that we can then add in the accounts the opportunities with and I'm just going to run a search for a datum like so the description could just be a little bit more detailed than the topic we can then recording there the likelihood of this out happening so I'm just committing there a 40% likelihood we can track further information for a bit more detail on the situation and the proposed need and then further down the opportunity will also track any quotes that have been issued for the work or the products so from here just going to select save and now that we've saved the opportunity we're now prompted to work through these different steps with regards to the development stage the proposal stage and then finally the closing of the opportunity now these steps here will do two things for you first of all they'll prompt you to carry out certain items within the process so for instance on here identifying the contacts I've identified a company but I haven't identified who this is with so this serves as a useful reminder to carry out those actions that's one of the purposes of these steps here the other purpose is that it allowed you to create the pipeline reports so you daddy's dependent on working through each of these steps and he's worth taking the time to work through them for that reason if isolate opportunities here at the top of the screen and then select this icon here to open up the charts in the drop-down list I can then select the sales pipeline reports and we can see how much revenue here is at the qualify that developer the proposed stage and that's all dependent on working through these different steps so I'm going to do that now I'm going to identify the contacts so Alex and I'm just going to Alex we and now that we've saved it's awesome here we've wanted to make that we've covered other items by working out the estimated budgets we can add into here the estimated revenue and so forth now these items they're not mandatory they're purely prompts with the way this is set up but you certainly can have this area edited so as these items are mandatory now it may be that we wanted to log the fact that we've had a phone call about this opportunity or we want may want to track emails against it in the same way that we saw in the activities video we can add in activities against the opportunity so on here if I add a phone call and just type in spoke to Alex regarding the pricing of the configuration then select ok we can track emails into this area is exactly the same as we saw earlier so we can start tracking that information on here we can mark on here that we've carried out these actions we can mark the purchase process now it might be that there's certain items that sit later on in this process we can click ahead and mark those as complete so it might be the quite early on we know who the sales team are we might have been able to get our internal review done so we can click ahead and mark these items as complete however on our pipeline graph this will still show as being at the qualify stage the reason for that is you'll notice that this goal flag here is still sitting on the initial qualify stage to progress it through the different sections all that we need to do is just select this option here where it says next stage and then you'll see that that's now advanced it on to the next goal flag like so it allows us to progress through those stages so now on here I can mark on here that we have the customer need so add on to here place warm parts no budget for a new module and then we can mark in here a little bit more detail just put in here that we have identified our competitors now you will notice on here that you have got a little section there where you can add competitors in if appropriate so I'm just going to select on here Jefferson distributors like so and then once we've done that I'm just gonna click Next stage and go into mark that we've carried out some extra actions onto here we could then track our appointment using this activity section and now at this stage what I'm going to do it's just going to mark up here this opportunity is closed down as lost so if I select up here closed as lost we can then record two reasons why an opportunity may be lost it may be cancelled or it might be out sold so I'm going to select out sold on this occasion and we can record the actual revenue if you want a record of how much revenue we've missed out on by losing this sale we can include that in like so the close date which defaults to today's dates however it may be your only getting around to logging this information a day or two after it's happened and you want to keep the dates accurate if that's the case then just click the drop down arrow for the close dates and you can then select an earlier date like say please there we can then select from any of our opportunity only of our competitors and there's nice out-of-the-box reports on competitor we don't win lose analysis and then we'll select ok should stress this isn't mandatory information appreciate you won't necessarily know this likewise the actual revenue although that is required it will accept zero as of I appreciate you don't necessarily always know the exact figure you missing out on or who the competitor is when an opportunity is lost so from there we'll just select okay that is now closed down that opportunity that's opportunity is now read-only and that can now be recorded for our statistics and it is taken out of the pipeline reporting if however somebody comes you know back to you fairly soon after losing an opportunity and it becomes live again you can reopen an opportunity and that's what I'm going to show you how to see now all you need to do to reopen an opportunity you just let this option here where you see my cursor flashing where we can reopen the opportunity now made that live again we can then next stage and then on here we can mark that we've done the final proposal Center thank you've done the debrief and so forth and now if I select this option to close as one we can now see on here we can record the actual revenue the figures taken from the estimated revenue bear may have changed slightly so we can overtype here close date defaults to today's date but again it can be amended and then we can put a little extra information in the description once that's in place we can then select ok and that's now recorded that opportunity as one and that opportunity has now gone to a read-only record and that's forces to the end of our session on creating and managing opportunities