In the sales process, a “sales funnel” acts as a filter to direct qualified customers through the sales process while filtering out less-qualified customers along the way. At the top of a “sales funnel” is a mixture of qualified and unqualified prospective leads. Those customers who reach the thinnest part of the funnel are the best leads and the ones most likely to buy your product or service.
Once a Lead is determined to be a potential sale, the Lead is converted to a customer Account, Contact, and a Potential in the CRM system. The Potential customer is an immediate opportunity for the business and once a salesperson is assigned, they will use the CRM system to manage and track a number of tasks required to make a sale.
One or more Quotes may be created and provided to the customer as part of this potential sale. When the customer accepts the quote and places an order, a Sales Order is created in the CRM system to ensure the customer order is tracked and delivered. Purchase Orders can be used to fulfill customer Sales Order or in your purchase of goods and services from your vendors list. An Invoice of a Sales Order can be created in the CRM system and sent to the customer.
The purpose of fitting the sales activity in a process way is to have a better control of all the activities involved during the sales work, knowing better how many opportunities are identified on each sales stage and have an accurate forecast of the future sales for each salesman, team or group of customers.
An Opportunity is the unit of measurement of sales effort in order to estimate the future sales or projects that will be converted to real revenue by a given person or team.
A sales stage is a specific phase of the process where we can locate the Opportunity of Sale.
Although sales processes may vary between organizations, myCRMweb contains the following modules that practically every business will utilize in the Sales Process:
Accounts stores the information of the companies involved in the sales process. Normally there is the account information, addresses and also additional fields that could be created or adapted by the CRM administrator. Accounts can contain references to contacts and therefore it is advisable to always add the account information first.
Contacts is the module that contains all the people information in database. Normally a person can be linked to a specific Account or be independent. This is a very important module for marketing purposes, as normally marketing is intended to segment at contact level.
Potentials is the Opportunity module and is either a sales potential from a lead or a business opportunity not based on a lead. It also allows for predictions about future sales of the company.
Quotes allow you to prepare sales quotes and send via email in PDF format to your customers. It is a very powerful tool and very customizable. It is an asset to your sales team since it is extremely easy to prepare a quotation.
Sales Order are oders received from your customers where the CRM system can keep a record of orders since a sales order may differ from your quotes. Sales orders can be created from previous quotes which will automatically transfer quote information into a new sales order. The CRM system can also create PDF outputs quotes, sales orders or invoices.