Empower Your Business with Sales Opportunity Management in India

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Our Today's topic is Opportunity Management.  What is Opportunity? Opportunity is generally   created, when a lead is willing to buy. At Opportunity level, we can capture - Estimate  close date, forecasted revenue and various other  important attributes, which are very important for   the business -to win the deal. In context of lead, I  already have prepared a video which we can refer.   In today's video, we are going to cover  different operations that we do on opportunity,   opportunity sales process, pipeline View,  kanban View and focus View. Let's jump to demo This is sales hub application and  Now we are starting our demonstration   with the opportunities. How to create  opportunities? Click on opportunities click on new save. More is the information available - better is the chances to win the deal   other way to create opportunity  is - let's go to activities open an email option to convert email to opportunity you can see that this opportunity  is Created from the activities   once you have on opportunity in hand, you can enter  to the customer and gather more information   more is the information, better is  the chances to win the deal   on opportunity form, we can see the various  items, various attributes are here like contact,   budget, purchase time frame, process and  various other things. You can also customize   the interface based on your customer  need with the help of the customizer you can see over here-Opportunity score   In my last video, on Lead Management, I have  discussed Predictive Lead Scoring in detail   similar is the way for the Predictive  Opportunity score. So I'll put less Focus over here   This is known as Predictive Opportunity Score  Widget. You can see score is 78, the scores between   1-100, this score is dependent on attributes of the  opportunity or the associated contact for account   you can see, this widget show top five factors  either negative or positive, which Define this   value. For example purchase time frame is  immediate, you can go over here this thing   similarly these items Define the score and these  items can change over time and score can differ Stakeholders -> Stakeholder means the people  from the customer side, who are involved   in the communication with the seller for this  opportunity. You can have one or more stakeholders   sales teams sometime apart from the owner other  sales people also work in this opportunity   sales team can have one or more team  members, means all team members who are   working on this opportunity are users,  who have some role in the opportunity   So far, we have discussed few attributes on  the opportunity main form. Now we proceed to our   next step, You can see on opportunity we have  sales process, which have some new attributes it is default sales process, we can  also modify the sales process and   we can also make more sales process as per  the organization need. In each stage we have   different attributes which you can fill as  you get information from the customer side these are known as stages you  can also say pipeline phases   like in my demonstration, I also  prepared one more sales process Switch process which is same as previous process. only  difference is, if my budget amount is and see one more step over here. so you can modify  sales process as per need. In coming topics of   pipeline view - I'll put more Focus the importance  of sales process stages in the pipeline report   when you work with the opportunity, The ultimate aim is to win the deal   when I say win the deal means  you have to Close as Won click on Close as Won this is known as Close Opportunity form actual Revenue, close Date we Define competitor, in case  you lost the Opportunity in case because any reason   you lose the opportunity, in that case  you have to close the opportunity at lost whether you close as Won or close at lost, you have  to fill close opportunity form which is mandatory   on this form they are by default five  fields but the customization of this   form is possible for which we have to do some  settings. so let me show your setting to you custom field on closing form once admin enable the setting from here, customizer  can place more attributes on closing form So far we have covered how to create  opportunities and how to close them   now let's move to our next topic now we have many opportunity in hand but you  can see this view is more textual more tabular   if you get more graphical views, we can  generate more values to win more deals let me go to settings- advanced settings customization opportunity controls let me choose pipeline view  for web, phone and tablet save publish Let me refresh my screen opportunities - show as you can see pipeline View so here you can see we have a pipeline View on left side we have estimated Revenue and bottom  we have estimate closed date and the circle means   score 86, so every opportunity have some  predictive absolute score, 86 bigger Circle 84 55, 59. See these different parameters can be  modified as per the need of organization   similarly we have sales funnel over here  if we notice carefully these are different   four stages of the sales process that we  discussed earlier let me go back to this you can see qualify, develop, propose and close  are four different stages of the sales process   here these are these four same stages that is   the reason we also know these  four stages as pipeline Phases let me go back to settings opportunity pipeline View   in case you want to modify something  in this bubble chart, let's say here Revenue you want to see probability save ->publish similarly, in case you say  you want to hide funnel chart publish refresh, see funnel chart is not available now you want to hide deal tracker, you want to enable  funnel chart and you need to modify further and you want to maybe sort by finish to start now its showing Close, Propose, Develop and Qualify   and each of the phase will show  you estimated Revenue in each phase so so far we have discussed about pipeline View   Now we move to our other view  which is the Kanban View In kanban view, we have two options  we can see by business process flow   as I mentioned in opportunities we have a default sales process known as sales  process and we can also make our own sales process like I have defined V2 sales  process. In Kanban view you   can only use default sales process, so you  can see Qualify, Develop, Propose and Close   so these are known as swim Lanes and these  are the opportunity cards we can also move   cards from here to there like for example I want  to move from qualify to develop I can do that similarly in status one   like all the opportunity have three kind of status  either open, Won or lost so we can also move here   from one swim Lane to other swim Lane for example  I want to move this opportunity from open to won I want to move this to Lost so these are different kind of views that we  discuss in pipeline view, we can see things   from different point of view in kanban view  we can see things from different point of   view, so these are different suitable  views for different kind of sellers now we're moving to our third  view which is the Focused View So this is the Focus View, it means here  your focus is on not graphical is more about   interacting with the opportunity  in terms of data. So if you click   on any opportunity - it shows complete form  over here, so your focus is just on work   just on activity you perform is less graphical  more textual but just focus on the more data   components. So far, we have discussed how to  create opportunities, how to close opportunities   as a win or loss, how to work with the sales  process, how to see data in different formats and   different views like kanban view, pipeline View and  focus View. I hope you like this demo. Thank You. To see more demonstrations of this  kind Please Subscribe. Thank You