Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your...

71
CRM - Quoting, Leads, Opportunities Enhancing your Sales Department!

Transcript of Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your...

Page 1: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

CRM - Quoting, Leads, Opportunities

Enhancing your Sales Department!

Page 2: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

A Sales Overview

Typical Usage of Sales Interface

- Create Customer- Generate Quote

- Quoting Tools

- Commit Quote to Order

2

Page 3: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

A Sales Overview - Create a Customer

Customer Info

- Enter Contact Info- Customer Portal

- Shipping/Billing Info- Commissions- Generate a Quote

3

Page 4: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

4

Page 5: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

5

Page 6: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

6

Page 7: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Quoting - Advanced Tools

Enter Quote Header/Line Info

- Quoting Tools- Sending Emails- Workflow- Documents- Notes

7

Page 8: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

8

Page 9: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Quoting - Advanced ToolsSending Emails

- Send the PDF of your Quote to your contact- CC/BCC members of your team or others- Write body of text

- Can be customized in config settings- ‘Quote Email Body’

- Auto-Attach PDF to the ‘Documents’9

Page 10: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

10

Page 11: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

11

Page 12: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Quoting - Advanced Tools Workflow

- Assign the Quote to Different Users- Define the Workflow Stages

- Admin>Data Maintenance>Workflow- Admin>Maintenance>Workflow Maintenance

- Emails sent to the receiver- CC others on workflow change

12

Page 13: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

13

Page 14: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Quoting - Advanced Tools Documents and Notes

- Attach Documents to the Quote- Transfers over to the Order- Auto Attach from PDF

- Add Notes for Internal Communication- Set Calendar Reminders- MAKE THEM STICKY!

14

Page 15: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

15

Page 16: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

16

Page 17: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

17

Page 18: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

A Sales Overview - Quote to Order

Finalize Quote Details/Commit To Order

- Sub Assemblies?- Build now or later?- MRP Build?- Scheduling?

18

Page 19: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Quoting - Questions?

19

Page 20: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

A CRM Overview

Leads

- Manage Workflow- Conversion Stats

Opportunities

- View Potential Sales in Your Pipeline- Manage Workflow

20

Page 21: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - An Overview

In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate next steps for each lead within your sales funnel.

Using leads look something like this:

21

Page 22: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

22

Page 23: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

23

Page 24: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

24

Page 25: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Into the Sales Funnel!

25

Page 26: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Setup Data Maintenance Tables

- LeadSource- LeadType- WorkflowStage- Workflow Maintenance

26

Page 27: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Setup

Admin>Maintenance>Data Maintenance

*LeadSource*

Represents *how* you acquired the lead.

27

Page 28: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

28

Page 29: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Setup

Admin>Maintenance>Data Maintenance

*LeadType*

Represents what category this lead falls under.

29

Page 30: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

30

Page 31: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Setup Admin>Maintenance>Data Maintenance

*WorkflowStage*

Represents the stage of the lead within your Sales Funnel

- Note the ‘Method to Run’ column - convert_to_customer

31

Page 32: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

32

Page 33: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Setup Admin>Maintenance>Workflow Maintenance

*Lead*

Represents each user’s role within each Workflow Stage

33

Page 34: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

34

Page 35: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

35

Page 36: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - CreationFinally! Let’s, create a lead

Sales>Leads>Lead List>*Create*

Similar to a customer, give them a name, and assign them a ‘Program’

36

Page 37: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate
Page 38: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - CreationGive the lead some info

- Lead Source - Potential Sale ($$$)- Estimated Conversion Date- Notes

38

Page 39: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate
Page 40: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Into the Sales Funnel!Track ownership of the lead

- Workflow Assignment- Hierarchy of Lead Stage

40

Page 41: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate
Page 42: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Into the Sales Funnel!See the data come to life

- Reports- Lead Value Bar Graphs- Visual Sales Funnel- Home Page KPI

42

Page 43: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

43

Page 44: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

44

Page 45: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

45

Page 46: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Into the Sales Funnel!

46

Page 47: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Conversion!Recall our ‘Method to Run’ setup

- Establish lead in the ‘Acquired’ Stage- Activate the Lead into a Customer- Carry on with Customer data- Generate a Quote!

47

Page 48: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate
Page 49: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Conversion Stats

Review Valuable Lead Conversion Data

- Lead/Customer Percentage - Conversion Rate

- View per Month- VIew Cost per Lead

49

Page 50: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

50

Page 51: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Leads - Questions?

51

Page 52: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - An Overview

Opportunities in Cetec are a way to gage potential sales of existing customers.

It’s separate from a Quote, but they can work in tandem.

Let’s take a quick peak.

52

Page 53: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - SetupData Maintenance Tables

- Opportunity Type- Workflow Stage- Workflow Maintenance

53

Page 54: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - Opportunity TypeAdmin>Maintenance>Data Maintenance

*Opportunity Type*

Represents the Category of the Opportunity

- Likely a specific upcoming sale

54

Page 55: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

55

Page 56: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - Workflow StageAdmin>Maintenance>Data Maintenance

*WorkflowStage*

Represents the stage of the opportunity within your Sales Funnel

56

Page 57: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

57

Page 58: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - Workflow MaintenanceAdmin>Maintenance>Workflow Maintenance

*Opportunity*

Represents each user’s role within each Workflow Stage

58

Page 59: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

59

Page 60: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

60

Page 61: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - Creation

Let’s Create an Opportunity!

Navigate to a Customer Record and scroll to the very bottom.

Select your Opportunity Type and click *Create*

61

Page 62: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

62

Page 63: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - Creation

Let’s fill in some data

- Probability- Net Potential Sale- Part Numbers

- Qty- Resale- Date

63

Page 64: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

64

Page 65: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - Creation

Manage the workflow on the opportunity

- Assign the Opportunity- Enter Notes- View Workflow History

65

Page 66: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

66

Page 67: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - See the Data!

Display sales opportunity data

- Potential Sales by Opportunity Program - Dollars/Probability- Potential Sales in a Pipeline

67

Page 68: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate
Page 69: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate
Page 70: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

Opportunities - Questions?

70

Page 71: Enhancing your Sales Department! CRM - Quoting, …...Leads - An Overview In Cetec, leads allow your sales department to track potential sales for new customers and internally communicate

CRM - Questions?

71