Sales lead Process

A salesSales leadLead is the identification of a person or entityorganisation that has theshown interest andin authority to purchasepurchasing a product or service.service and has the authority to do so. This step represents the first stage of athe sales process.

To create a new salesSales lead you need toLead, click onthe Add andbutton. theThe Sales Lead entry screen below will appearthen appear.

If the clientcustomer already exists and they are nowis interested in moreadditional businessbusiness, you can either enter thetheir name or select themit from the customerCustomer drop-downdropdown list.

The View Buttonbutton isallows foryou viewingto prospects'open and review the details ifof theyan haveexisting already existed. prospect.

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To createcreating a new prospect click

on

The Add Lead screen is used to capture and manage all relevant information for a new

Sales

Lead. Below is an explanation of each field and function.

CRM Module> Activity> Sales Leads

• Click Add

 

General Information

– Arrowthatita prospect –

Owner	The Is the Personperson responsible for generatingmanaging and progressing the lead lead.
Customer	The Customer - is the personindividual or entityorganisation interested in your products/serviceproduct or service. Using If the Businesscustomer Cardalready Youexists, Canselect Insertthem from the Informationdropdown bylist. clicking To oncreate a new customer, click New, itwhich will openopens the Debtors Setup Windowwindow. AddEnter the Companycompany Detailsdetails and Selectselect Prospect or Opportunity under the Debtor TypeType. Drop down
Contact isPerson	Displays or Opportunity allows selection of the contact linked to the chosen customer.
Sales Rep	The Thissales Isrepresentative the Sales Person to be commissionedresponsible for the lead and associated commission.

Lead

Details

–thestageon the drop down menu

– – bedone

– –existingselectone

Rating

– –Add –add -

Stage	Defines Thisthe iscurrent wherestage youof class yourthe lead select(e.g. theNew actionLead, thatQualified, definesetc.).
Lead Date	The date When the Leadlead was Prospected first identified.
Follow Up Date	The Datedate whenscheduled for the follownext upaction isor tofollow-up.
Est.close Close Date	The Estimatedexpected date when the sale iswill closed. be finalised.
Customer Type	Indicates Thewhether Customerthe Typecustomer Isis betweenNew Newor andExisting.
Rating	Classifies - Allows you to rate athe lead hot,as warm,Hot, Warm, or Cold based on likelihood.
Status	Specifies Herethe youcurrent can define The Statusstatus of the Lead lead (e.g. In Progress, Lost, Successful).
Reference	Enter Reference any relevant reference number or identifier.
Description	Provide a description brief summary of the opportunity.
Comments / Notes	Add adddetailed notes or comments additional information about the lead.

Classification Fields

– –TheDropDow n Arrow

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Route to marketMarket	Select how the categorylead itwas falls underbrought in the(e.g. dropdirect, downpartner, arrow online).
Source	Indicates Addwhere the Source lead originated from.
Activity Category	Categorises Selectthe tetype Activityof Categorysales Fromactivity.
Colour Code	Assign Colour Code your Lead Selecta colour to visually identify or prioritise the lead.
Division / Region / Project	Assign organisational structure details for reporting purposes.

Financial Information

DownArrow

Probability

Rate Percentages

Estimated

Revenue

Probability (%)	The estimated chance of closing the deal.
Estimated Revenue	Expected income from the droplead.
Estimated –Cost	Anticipated cost associated with fulfilling the Probabilitysale.
Estimated Profit	Calculated or entered expected profit.
Weighted Pipeline	A calculated value based on revenue and probability.
Available Budget	Indicates if a budget is confirmed and allows entry of the Leadbudget inamount.

–

Tabs

AddtheAmountfor an estimated revenue

Estimated Cost – Add an estimated cost

Estimated Profit – Add an Estimated Profit

Weighted Pipeline -

Division – Select the Division

Region – Select the Region

Available Budget – Add the Available Budget

Save And New – to Save and add A new Sales Leads

Save and close - To Save and Close the Captured Sales Lead

Save to Save Only

Close To Close Only and Exit the Form

This

Contacts Tab	Displays Willall Showcontact thepersons Contact Persons Linkedlinked to this Lead Sales Lead.
Sales Leads Activity:Activity Tab	Tracks activities related to the lead. Use the Edit Button The edit button allows you to make changed to anupdate existing Sales Leadactivity details (e.g. change Activity Category).

Action Buttons

Save & New	Save the current lead and open a new blank form.
Save & Close	Save the lead and exit the screen.
Save	Save changes without closing the screen.
Close	Exit the screen without saving changes.

Click Edit to Change an activity category for an example.

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Details Tab