Leads and Opportunities (Executive)

How to manage leads and opportunities in SalesLink - Executive.

Add New Lead

To add a new lead:

1. Click the Plus icon at the far right of the top navigation bar, then click the [Add Lead] button in the drop-down menu.
2. Enter all required information into the fields in the Add New Lead form.
3. Once the lead’s Division and Type have been specified, you will have the option of entering information into the Product section.
4. Click the [Save Lead] button.

Once a lead has been created it will be added to the Outstanding Leads page.

Edit Lead

To edit a lead:

1. Select a lead from the Outstanding Leads page. You will be taken to its Lead Details page.
2. Make all necessary changes to the lead.
3. Click the [Save Lead] button at the bottom right of the page.

Transfer Lead to Opportunity

The Outstanding Leads page displays a list of all leads that need to be followed up on. Click on a lead to view its Lead details.

1. Add any activities that occurred when following up on the lead by clicking the Activities tab at the bottom of the page, then click the [New] button.
2. Enter all required information into the Add New Activity form, then click [Save Activity] to add it to the lead.
3. In the Lead Details section, click the Stage drop-down menu and select the current stage of the lead (Outstanding, Development, or Proposal) to promote the lead to an opportunity.
4. Click the [Save Lead] button to promote the lead to an opportunity.

As the opportunity is worked on, Product details, Notes, Attachments, Quotes, etc., can be added to the Opportunity Details page.

Transfer Lead to No Lead

From the Outstanding Leads page, click on a lead to view its Lead details.

1. Add any activities that occurred when following up on the lead by clicking the Activities tab at the bottom of the page, then click the [New] button.
2. Enter all required information into the Add New Activity form, then click [Save Activity] to add it to the lead.
3. If it becomes apparent that the lead is not going anywhere, click the Stage drop-down menu and select No Lead.
4. Click the [Save Lead] button to transfer the lead to No Lead.

Add New Opportunity

Opportunities can be created without having to go through the Lead stage first.

To add a new opportunity:

1. Click the Plus icon at the far right of the top navigation bar, then click the [Add New Opportunity] button in the drop-down menu.
2. Select whether this is an Opportunity or a Bid.
3. Enter all required information into the fields in the Add New Opportunity form.
4. Once the opportunity’s Division and Type have been specified, you will have the option to enter information into the Product section.
5. Click the [Save Opportunity] button.

Edit Opportunity

To edit an opportunity:

1. Select an open opportunity to be taken to its Opportunity Details page.
2. Make all necessary changes to the opportunity.
3. Click the [Save Opportunity] button at the bottom right of the page.

Opportunity Stages

Stages of completion are assigned according to which stage the deal is currently in.

• Outstanding: An opportunity to sell something has been identified and qualified, but the sales rep has not started working on it.
• Development: The sales rep has started working on this opportunity, such as gathering requirements from the customer or internal requirements from the dealership. A quote has been started and is in progress.
• Proposal: The sales rep has completed a quote and has submitted it to the customer for review. This stage represents outstanding quotes to customers that are still in negotiation, re-quoting stages, or waiting for customer acceptance.

• Won: The customer has proceeded with the proposal and will purchase the equipment. When changing to this stage additional information is necessary in order to save the opportunity.
• Lost: The customer has decided to go with a competitor. The lost sale page will appear and must be completed to save the opportunity at this stage. This Lost Sales information will appear in certain reports in SalesLink.
• No Deal: The customer has decided not to purchase. The only additional information that will be necessary is the reason.

Outstanding Leads

Click the Outstanding Leads link under ON THE GO in the top navigation bar. The Outstanding Leads page displays.

This page displays a list of outstanding leads, organized by the person the lead is assigned to. You can also organize the list by Originated by, Product Type, Campaigns, and Sources.

To filter the list, select the fields you want to filter by at the top of the page. The list will automatically update as filters are applied.

Export the list into an Excel spreadsheet by clicking the [Export] button at the top right of the page.

Resolved Leads

Click the Resolved Leads link under PIPELINE in the top navigation bar. The Resolved Leads page displays.

This page displays a list of all resolved leads, organized by the person the lead was assigned to. You can also organize the list by Originated by, Product Type, Campaigns, and Sources.

To filter the list:

1. Select which fields you want to filter by.
2. Select date range.
3. Click the [Filter] button.

Export the list into an Excel spreadsheet by clicking the [Export] button at the top right of the page.

Opportunities Reports

Generate reports about your opportunities by clicking the Opportunities by Product Type link under PIPELINE in the top navigation bar. A table of past and future opportunities organized by Product Type is displayed.

Click on the tabs at the top of the screen to organize your opportunities by different categories. The table will automatically update as each tab is selected.

To filter the table:

1. Select the fields you want to filter by.
2. Select a date range to filter by.
3. Click the [Filter] button.

Export the table into an Excel spreadsheet by clicking the [Export] button at the top right of the table.

Click the Question (?) icon at the top right of the page for more information about filter options and results.

Opportunities by Create Date

Click the Opportunities by Create Date link under PIPELINE in the top navigation bar. The Opportunities by Create Date page displays.

This page displays a table of current and past opportunities organized by their Region. You can also organize the table by Source using the tabs at the top of the page.

To filter the table:

1. Select the fields you want to filter by.
2. Select a date range to filter by.
3. Click the [Filter] button.

Export the table into an Excel spreadsheet by clicking the [Export] button at the top right of the table.

Click the Information (i) icon at the top right of the page for more information about filter options and results.

Lead and Opportunity Performance

Generate a Lead and Opportunity Performance Report by clicking the Lead and Opportunity Performance link under PIPELINE in the top navigation bar. A table of your Closed and Open leads and Opportunities displays, organized by Source.

To filter the table:

1. Select the fields you want to filter by.
2. Select a date range to filter by.
3. Click the [Filter] button.

Export the table into an Excel spreadsheet by clicking the [Export] button at the top right of the table.

Export the table into an Excel spreadsheet and send it to CAT by clicking the [Export to CAT] button at the top right of the table.

Product Support Opportunity Summary

Click the Product Support Opportunity Summary link under PIPELINE in the top navigation bar. The Product Support Opportunity Summary page displays.

This page displays a detailed table of current and past product support opportunities, organized by manager. Filter the table by selecting from the drop-down menus at the top of the page, then clicking the [Submit] button.