Sales opportunities

Introduction

Sales opportunities are available via the menu: Sales > Business opporunities. They are used to make the customers requests follow-up , before quote. The commercial requests are encoded, assigned to a marketing person and followed by this person until they are canceled or lead to a quote.

They are used to maintain: * The meeting calendar, * The requests follow-up in progress, * The history of the request treatment, * Results analysis of the marketing people.

The requests not assigned with marketing people are available by the menu: Sales > Business opportunities > Commercial opportunities in progress. You can assign a demand for clicking on the'Initial state' button in the form. If you interfaced Tiny ERP with a Web site, the requests customers coming from a form will be available in this menu. Then it's wise to designate a person in charge in the company which will make the routing of the requests towards the different marketings ones.

Then, each marketing person have to maintain its own requests list via the menu: Sales > Business opportunities > My opportunities. With each time an action is made for this request, it is necessary to fill the fields 'Next Action' section, and to click on the 'Action' button. The data then come to be put in the second tab containing the history of the actions done for this case.

If the request isn't a commercial request but a support request, you have to change the 'Case' field towards Support or Purchase. The request won't be available anymore in the sales menu but via the menu: CRM/SRM & Support > Support center for the supports requests.

The sales pipeline

Then the sales manager can ask for a report on the requests in progress. That makes it possible to obtain the forecast of the future sales. To do that, you have to select a requests list (by marketing person, type of request, or all the requests) via the 'magnifying glass' icon. When the selection is made, put you in list mode and click on the print icon. Then Tiny ERP calculates automatically the sales pipeline.

On this graph, you find in abscissa the succes percentage estimated of each request. These percentages are indicated by the marketing people when they meet the customer. The graph of the top gives the estimated costs and incomes while the graph of the lower part represents a point by business. Each color of the graph corresponds to marketing person.

If you don't sell enough, there can be two explanations: * Either you don't visit enough customer, then it doesn't have enough points on this graph, * Either you aren't enough effective in the before-sale, then there is a concentration of the businesses in the left part of the graph.