4. Definition - A lead is a potential customer who
has not yet been qualified by your sales process
(raw database)
Form requirements
◦ The Basics – Name, Phone Number, Email Address
◦ Required – Service Type, Country, Currency, Lead Source
Enter as “New” and “Qualify” as you go along –
You can qualify as an
Account/Contact/Opportunity right from the first
page – Saves you time in creating more records
5. Definition - An account is a company or
corporation that you do/did business with or
shows a potential of doing business with.
Form requirements
◦ The Basics again– Name, Phone Number, Email Address
◦ Required – Primary contact, Service Type, Country,
The Account can be kept in active state as long
as you think there is potential to do business
with it.
Multiple members can work on a same account
trying to sell different services to it.
6. Definition: A contact is a person you do/did or
show potential of doing business with. Contacts
are usually associated with Accounts.
Form requirements
◦ The Basics again and the required marked fields Name
as shown in Accounts form
7. Start with the first form to avoid problems
and complexities later
Fill in as much information as you can on the
Lead form itself
Always link your data from one form to
another
Always Hit Save (if you are sure)
“Clean” your Leads, Accounts and Contacts
periodically….. junk data may accumulate
from time to time
9. Definition: An opportunity is a potential sale. Its
when a business need is identified in the form of
an RFP/mail/call and an estimate or quote is
ready to be sent
Form Requirements:
◦ All mandatory fields marked to be completed
◦ Write a brief description…makes its easy for your
Reporting heads to get an idea of what the opportunity
is all about
◦ Put in Forecast information – How??? Next Slide
10. What is a product – A human resource in our case –and a unit is “One”
hour…so if you know how many hrs of work is involved you can click on
the resource, put in quantity (no. of hrs) and you calculate based on
different types of resources involved.
Make sure your currency is selected right, right from the lead form.
Since you will be crosslinking data whatever you pick up first is what will
get reflected here
In Line Item Select the right Price List (there are 6 to choose from based
on which Continent you are selling to)
Hit SAVE
Click the inline grid to activate the new menu bar to add New
Opportunity Products
Keep track of opportunities by closing it as Won or Lost throughout the
sales cycle
If you know you are going to send in a quote right away, from this form
itself you can Click on Quote inline grid to activate the Quote menu bar
11. Definition: A quote is a formal offer for products or
services that you provide to customers (Proposal)
The Form:
◦ The Quote number is system generated
◦ Select the right opportunity and what you filled in opportunity
form will automatically reflect here
◦ You can apply discounts as well as informed by management
◦ Keep track of Quotes by closing it as Won or Lost throughout
the sales cycle
Make sure to link it to an Opportunity or else right Reports as
required to be seen periodically will not get reflected
12. Definition: An order is a confirmed request for
delivery of services.
Create an Order directly from the Quotes Page
with the click of a button.
14. A high-level view of your information
All your dashboard and reports are here
You can customize them as per your need or use
the existing views set
You can plan your calendar and activities for the
day
First form and first point of entry into CRM. Its best practice to begin work from the Lead form so that there is no complexity added at the later steps should you try to directly enter a quote or an order
Its good practice to go as system calculated…unless you are not sure at the opportunity stage of a break up. In this case you can use “User provided” and write in
