Leads and Opportunities (Customer Search)

An overview of leads and opportunities in Customer Search.

Introduction

The My Outstanding Leads page displays a list of all leads that need to be followed up on, organized by the number of days since creation. Click the number link within a Days Since Creation column, then click on a lead to view the Lead details.

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 link 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 link.

Once a lead has been created it will appear on the My Outstanding Leads page.

Edit Lead

To edit a lead:

1. Click a number in a Days Since Creation column on the My Outstanding Leads page.
2. Click the Opportunity Number link for the desired lead.
3. Make all necessary changes to the lead.
4. Click the Save Lead link at the bottom right of the page.

Transfer/Create Opportunity from Lead

Open a lead to view the 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 link 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. To do this, select the desired tab, then click the “New” button in the top-right corner of the tab.

Transfer Lead to No Lead

From the 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 link to transfer the lead to No Lead. It is recommended to then enter a comment and select a reason from the dropdown menu as to why the Lead was a "no lead" for tracking and management purposes.

My Resolved Leads

To view all current opportunities, click the My Resolved Leads link under ON THE GO in the top navigation bar.

The My Resolved Leads page displays a grid of all currently open opportunities, grouped by stage.

To filter the list:

1. Select the fields you want to filter by at the top of the page.
2. Click the Filter button.

To export the list to an Excel spreadsheet, click the Export link at the top right of the page.

Click the number link within an Opportunity Stage to see a list of all opportunities within that stage.

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 link in the drop-down menu.
2. Select whether this is an Opportunity or a Bid using the radio button in the top-right corner of the screen.
3. Enter all required information.
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. Click the number link within an Opportunity Stage to see a list of all opportunities within that stage from the My Resolved Leads page.
2. Click the Opportunity Number link for the desired lead.
3. Make all necessary changes to the opportunity.
4. Click the Save Opportunity link 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 Executive. It is recommended to select a reason for the lost sale using the drop-down menu and to add any additional details in the Comments field.
• No Deal: The customer has decided not to purchase. It is recommended to select a reason for the no deal using the drop-down menu and to add any additional details in the Comments field.