Welcome to the Sales topic, within this section we will be focusing on records/functionality which help to manage your Sales Opportunity process.
Prospect is a hierarchical database which can be explained visibly with the tree structure shown below. The two records we'll be focusing on in this section are Opportunities and Quotes.
Opportunity – Sales Opportunity Tracking
For every chance to sell to a client, an ‘Opportunity’ should be created under the Contact that you will be speaking to.
The Opportunity is used to track a potential sale from the moment you decide a client is interested in an offering of yours, through to them either ordering it, or not.
At Opportunity level, we capture some basic information; such as a description, the potential size and margin of the opportunity, the date you expect it to be ordered and the likelihood that the customer will order it by that date. The combination of all these things allows for great forecasting, so it’s important to fill in as much as you can.
The icon associated with an Opportunity is shown above.
Quotes - Order Processing
During the Sales Opportunity process, you will need to provide your customers with pricing. The Quote is used to store products and prices that the customer is interested in.
Once the customer is happy with the Quote, you can process this through to your integrated accounting system. You will log a Quote either under an Opportunity or a Contact.
The icon associated with a Quote is shown above.