Sales Pipeline Management - MT Services Limted Manuals/Sales Pipeli… · Sales Pipeline Management (SPM) is a contact management system used to monitor potential sales. The application

Opera 3

Sales Pipeline

Management

Training Manual

MTS Training Manual

R 1.1 2 Sales Pipeline Management

Contents

Introducing the Module .................................................................................................................................................... 3

KEY BENEFITS OF SALES PIPELINE MANAGEMENT ....................................................................................................................................... 4 My Record ......................................................................................................................................................................... 5

GENERAL TAB...................................................................................................................................................................................... 5 OTHER TAB ......................................................................................................................................................................................... 5 STATUS TAB ........................................................................................................................................................................................ 5 ACTIVITIES TAB .................................................................................................................................................................................... 5 HISTORY TAB ...................................................................................................................................................................................... 5 OPPORTUNITIES TAB............................................................................................................................................................................. 5 QUOTES TAB ....................................................................................................................................................................................... 5 CHANGES TAB ..................................................................................................................................................................................... 6 USER PREFERENCES .............................................................................................................................................................................. 7

My Company ..................................................................................................................................................................... 8

Maintenance ..................................................................................................................................................................... 8

ACTIVITY TYPES ................................................................................................................................................................................... 9 REFERRAL METHODS .......................................................................................................................................................................... 10

Mail Merge Templates .................................................................................................................................................... 11

Contact Processing (Groups) ........................................................................................................................................... 12

MAIL MERGE USING GROUPS .............................................................................................................................................................. 13 Mail Merge Steps ...................................................................................................................................................................... 14

SCHEDULE ACTIVITIES (USING GROUPS) ................................................................................................................................................. 15 Company Processing ....................................................................................................................................................... 16

CONTACTS TAB .................................................................................................................................................................................. 16 ACTIVITIES TAB .................................................................................................................................................................................. 16 HISTORY TAB .................................................................................................................................................................................... 17 OPPORTUNITIES TAB........................................................................................................................................................................... 17 QUOTES TAB ..................................................................................................................................................................................... 17

Creating New Opportunities ........................................................................................................................................... 18

Scheduling New Activities ............................................................................................................................................... 19

Recording Correspondence ............................................................................................................................................. 19

Raising a Quote from an Opportunity ............................................................................................................................. 19

Progressing a Quote to an Order .................................................................................................................................... 20

MTS Training Manual


Introducing the Module Sales Pipeline Management (SPM) is a contact management system used to monitor

potential sales. The application allows the entry of prospective sales, companies and

competitors. Using SPM allows you to monitor the activity and communication with

Prospects using documentation, e-mail and mail-merge facilities.

The application enables user specific Sales Opportunity entries, along with scheduling

activities to achieve a successful sale.

The integration with Microsoft products allows the update of Outlook calendars and

contacts. Microsoft Word is also used for Mail-Merge for easy mail shots or marketing

promotions.

SPM allows you to enter Opportunities or Activities in many areas;

• My Record

• Company Processing

• Contact Processing

• Opportunity Processing

The process flow within SPM is as follows;

Within the application, when you are monitoring activities and communications with

Prospects/Customers, you can view the information either from company level so that only

details specific to that company is displayed, at an Individual ‘Contact’ level or at the level of

an Individual Opportunity.

MTS Training Manual


Key Benefits of Sales Pipeline Management • Company details can be maintained with a single point of entry for new Prospects

and existing customers.

• Unlimited contact details can be maintained including different site addresses for

each company.

• New contacts can automatically update your Microsoft Outlook address book – this

is optional.

• User-definable fields and look-ups can be created for Contacts, Companies and Sales

Opportunities.

• E-mails can be sent to a contact or groups of contacts using Microsoft Outlook. They

can also be imported in.

• Mailshots can be generated for lists of contacts using Microsoft Word.

• Notes and History can be recorded for all contacts. History is automatically updated

by activities that take place such as letters and mailshots.

• Sales Opportunities can be recorded and tracked for all contacts.

• Quotations can be generated and associated with a Sales Opportunity

• Appointments with a contact can be booked. These can be added automatically to

Microsoft Outlook calendar and recorded against the contact’s history.

• Sales Prospects can be converted to live customers.

• Sales and Activity reports are provided

• Customer and Supplier records can be imported from the Sales and Purchase

Ledgers

• Remote access is available using SPM Remote feature for Sales People on the move.

Sales Pipeline Management is structured into the following sections;

Section Description Company Processing

This section is where you can setup your companies, record sales opportunities and track activities, notes, history, conversations and documents assigned to these companies. The companies may be customers that you already deal with so will also be recorded in the Sales Ledger. The companies could also be prospects that have not yet bought anything from you.

Contacts In this section, you can setup your contacts for companies which are maintained on the Company Processing form. Contacts can be allocated to different sites. You can also update any custom user definable fields you have created for SPM, plus record any activities, sales opportunities and quotes, and history records. Note – If you use Service Management and Helpdesk Management applications, you can also record Helpdesk calls, equipment items and service contracts for your contacts from this form if you use Opera 3.

Sales Opportunities

In this section, you record your new business sales opportunities. These could be an individual sales lead or a more complex project opportunity. When recording an opportunity, you can estimate the expected closure date, enter a description and up to three values. You can also gauge the probability of the sales opportunity being converted into a sale based on how confident you are of winning the business. This probability is reflected in the Sales Pipeline Report.

Tasks This section includes a number of different views that allow you to see the tasks and activities planned in Sales Pipeline Management.

Reports This section provides listings of records maintained in the SPM application. These include lists of records maintained through the various forms and activities generated as a result of postings. Reports can be used to view information on your computer screen as well as printing. Most reports provide a number of options to determine the criteria, sequence and range of records reported.

Maintenance This section is where you define your industry categories, company categories, activity types and outcomes, departments, job titles, sales types and stage, lost & won sale reasons, bank holidays, mail merge templates, user definable fields and sales opportunity views.

MTS Training Manual


My Record Before you can start processing in SPM, a record must be created for yourself. As a User of

the system, you are treated as a ‘Contact’. Under ‘Contacts’ is an application called ‘My

Record’. This record is personalised to the User you are logged in as. The ‘My Record’ you

have several tabs you can view.

General Tab Under the General Tab, there are several personalised fields which you will need to fill out.

• First Name

• Last Name

• E-mail Address

• Telephone

• Extension (if used)

• Direct Line (if used)

As you are an employee, the ‘Employee’ tickbox at the footer of the form should be

selected.

Other Tab Under the ‘Other’ tab are your User Definable Fields, which you as a company define

yourselves. (This will be covered in more depth under the ‘Maintenance’ section of the

manual). Enter all the relevant information and select the dropdown menus and tickboxes

which are relevant to you as a User.

Status Tab Under the ‘Status’ tab you can select the ‘Username’, the Territory you are under and the

‘Issue Warehouse’ – however the warehouse only needs to be identified if you work at a

branch.

Activities Tab These will be all your scheduled activities – this tab is personal to the User you are logged in

as. Within the Activities tab you can also create new activity or edit an existing one.

History Tab This will display any notes and historical activities that have been entered. Adding a new

note is also available from the history tab.

Opportunities Tab All your current Sales Opportunities will be listed however by selecting the different tick

boxes, you can select to view you Lost or Won sales opportunities. A new opportunity can

also be created from this tab.

Quotes Tab All the ‘Active’ quotes created by the current User will be displayed by default. However, can

be edited to show all active quotes raised by all users. Using the tick boxes, you can select to

view deleted, inactive or progressed quotes. Editing quotes is available by the ‘Action’

button.

A new ‘Active’ quote can be created from the ‘Action’ button. By creating an ‘Active’ quote,

you will be able to view this in the SOP module. This can then be progressed to other

documentation such as an Order or Invoice.

MTS Training Manual


An ‘Inactive’ quote can also be created however the difference with an ‘Inactive’ quote is

that it cannot be seen in the SOP module and therefore cannot be progressed to other

documentation.

Printing a Quote can be accessed via the ‘Action’ button. By printing a quote from the SPM

module, you can include a cover letter using a letter template and add additional

documents. If you select to view the documents on your screen, a PDF is created which

includes all the documents.

Changes Tab The ‘Changes’ tab keeps note of changes made on the record. Included is the Date, Time, the

User that made the changed and the change itself.

MTS Training Manual


User Preferences The User’s preferences can be found on the ‘Action’ button on the ‘My Record’ General tab.

These are personal to the user that you are logged in as.

User Preferences

The default Email font and size is for when

you are sending emails from the SPM

module.

‘Automatically transfer new activities to my

MS Outlook Calendar’ – only select this

option if you don’t have constant access to

Opera).

‘By default restrict..’ – This option should be

selected if you only want to see records that

have been created by yourself. If untick, you

will see all users.

‘Default Date Display’ – An option that

determines the default date display. (This

should be kept at ‘All Dates’.

‘Default Activity Type’ – this should be set to the Activity Type that you most commonly use.

‘Next Remote Quotation Reference’ – this should only be used if you SPM Remote.

‘New Record Prefix Codes’ – By setting these, the system will prefix any opportunities and

Company’s created by you. Usually the User’s initials are used.

Email Template

On the Email Template Tab, is where you would enter in

your e-mail signature. Without entering an e-mail

signature into this tab, it will mean that whenever you

send an e-mail directly from Opera it will not include your

signature.

It’s recommended that you copy and paste your current

e-mail signature from your Outlook into here.

Using the toolbar on the header of the form, you can

change font styles, sizes and colours.

MTS Training Manual


My Company Everything within the ‘My Company’ function will be everything to do with your Company. It

will list all your ‘Contacts’ of the Company and all activities scheduled for the entire

Company etc. Within all the tabs on the ‘My Company’ function, you can create new

activities, new opportunities etc. by selecting from the ‘Action’ button.

Maintenance There are several functions you will need to know about regarding your everyday use of the

SPM module.

• Industry Categories → Identify different industry categories for your companies.

Used for analysis and filtering. (This is optional)

• Company Categories → Identify different company categories for your companies.

Used for analysis and filtering. (This is optional)

• Activity Outcomes → Outcomes on Activities that you have partaken. These

outcomes can be used for analysis and filtering.

• Departments → These can be assigned to contacts. Used for analysis and filtering.

(It’s optional).

• Job Titles → These can be assigned to contacts. Used for analysis and filtering. (It’s

optional).

• Sales Type → These can be assigned again an Opportunity. (This is optional).

• Sales Stage → When creating an Opportunity record, you can assign a Sales Stage

which will have a percentage of ‘close’. These are mandatory.

• Lost/Won Reasons → Reasons of why you won the Opportunity.

• Bank Holidays → Optional, however they must be manually entered.

• Opportunity Views → Identify up to 6 levels for the view.

MTS Training Manual


Activity Types Any record against a company or contact within SPM must have an Activity Type allocated to

it. Within Activity Types, it has potential links to Microsoft Outlook.

Activity Types

The MS Outlook Scheduling Options are linking your activities to Microsoft Outlook.

• Do not schedule activities of this type

• Schedule activities of this type as appointments → This creates an entry in the

User’s calendar.

• Schedule activities of this type as tasks → This creates an entry in the User’s task

list.

• Schedule activities of this type as meeting requests (internal & external) → This

sends a meeting request to both internal and external contacts. When activities are

added, meeting invitations can also be sent to one or more internal contacts (for

example, your engineers) or external contacts. The recipients of the email can then

either accept the invitation, or reject it.

• Schedule Activities of this type as meeting requests (Internal only) → This sends a

meeting request to internal contacts only. They can then accept or reject the

meeting request.

Default Values;

• Default Colour → This determines the default background colour for the task.

• Default Duration → The length of time for activities of this Activity Type.

• Default Priority → High, medium or low. This is also updated in the Outlook if

the MS Outlook Scheduling Option is set appropriately.

• Default Location → Set this to the default location where the activity happens.

• Default Owner → If this type of activity is usually done by the same person,

select the internal contact’s name here.

Inactive Activity Type → Mark an activity type as ‘Inactive’ if it no longer used.

MTS Training Manual


Referral Methods To create a new ‘Referral Method’, you can find them located under ‘Sales Opportunities’.

The referral methods are used to indicate how a company or prospect was introduced to

your business. This could be a potential campaign or cold-calling.

Referral Methods

If a referral method is linked to an

Activity, when you come to save a

Sales Opportunity, you will be

prompted to schedule an Activity.

The ‘Schedule’ should be used to

define the amount of days after a

new opportunity has been raised,

for the activity to be scheduled to.

MTS Training Manual


Mail Merge Templates Mail Merge Templates are used by the Mail Merge command to format the structure of the

letters and Emails. The Mail Merge Templates need to be created before you can start using

the ‘Mail Merge’ facility for your Company. Under ‘Maintenance’, select ‘Mail Merge

Templates’ and a list of existing Templates will appear. The templates are stored as

Microsoft Word Templates (DOT), but are linked into Sales Pipeline Management so you can

quickly select the mail merge fields available from a drop down list and insert them into the

template.

To create a new template, select the ‘New’ icon from the toolbar. (Shortcut key Ctrl+N). A

‘Name’ and ‘Description’ of the template must be entered. The ‘Type’ should also be

selected (Contacts or Opportunities). Once all details have been entered, select ‘Save’ from

the toolbar. (Shortcut key Ctrl+S). A prompt of whether you want to create a new template

will appear or whether you want to link it to an existing template.

Microsoft Word will appear with a blank document. You can begin entering all the details,

pictures and mail merge fields into the document.

MS Word Document template linked to a Mail Merge Template

To insert Mail Merge fields, you must select the ‘Mailings’ tab. From here, you can

select ‘Insert Merge Field’ and from a dropdown menu you can select the fields you

want for your Mail Merge Template.

When creating the Mail Merge Template, you must ensure it’s on a network drive

that everyone has access to. It should also be checked that the template has provision

for the contact mail merge fields. The template can be saved once all the details are

entered.

If a Mail Merge Template needs editing, you can simply go to the ‘Mail Merge

Templates’ function and select ‘Edit Template’ on the particular template.

MTS Training Manual


Contact Processing (Groups) When working with multiple contacts at once, it can be beneficial to group them together.

Within SPM, you can create ‘Groups’. The ‘Groups’ can be created under ‘Contacts’ and

selecting ‘Groups’. This will list all the existing Groups your company currently has. To create

a new group, select the ‘New’ icon from the toolbar (Shortcut Key Ctrl+N). A ‘Group Name’

and ‘Description’ needs to be entered and the Group can then be saved. (Leave the owner

set to ‘All’ before saving).

Groups via ‘Contacts’ Menu

From the ‘Action’ menu of the

Group, select ‘Add/Remove

Contacts’.

Use the selection tool to specify the

contacts to be added to the group.

Highlight each contact and select

‘Add’ to add them into the Group.

(To remove from a group, highlight

the contact and select ‘Remove’).

This list can be updated at any time.

There are 2 other ways to add a contact to a Group;

Accessing Groups via ‘Advanced Search’

The ‘Advanced Search’ tool is

located under ‘Contacts’. This

function can also be used to create a

Group or to add a contact to an

existing group.

Use the criteria options within the

Contact and Company tab to

produce the desired search results.

When the ‘Search Results’ are

displayed, you can then untick any

contacts not required in the group.

From the ‘Action’ button select ‘Add to Group’. To create a new Group type in the new

Group name or select one from the dropdown list.

Alternatively, you can add an individual into a group. Within ‘Company Processing’ screen,

on the ‘Contacts’ tab, highlight a contact and from the ‘Action’ button select ‘Add to Group’.

Again, either type in the new Group or select an existing one from the dropdown menu.

MTS Training Manual


If you wish to view or change an individual contact’s group membership, you can do so from

within ‘Contact Processing’. From the ‘Action’ button select ‘Group Membership’.

Group Membership

The groups that the contact is a member of

will appear. These can be unticked or ticked to

suit.

Mail Merge Using Groups Using the e-mail templates created earlier, you can send a mail merge to all or part of the

contacts in a single group. From ‘Groups’ under ‘Contacts’, select the group you want to

send a mail merge to.

To select all the contacts in the group, select the first contact in the list and then scroll down

to the last person in list whilst holding the shift key down, select the last contact. (All the

contacts should be highlighted). If you want to deselect any of the contacts, hold the ‘Ctrl’

key and click the contact not required in the mail merge.

Mail Merge Selection

Once you have selected all

the contacts you want to

send a mail merge to, from

the ‘Action’ button, select

‘Mail Merge’. The Mail Merge

wizard will appear.

MTS Training Manual


Mail Merge Steps Step 1

A list of your Mail Merge Templates will

appear. Select the required templates by

placing a tick next to the Template and click

‘Next’.

Step 2

A destination for the Mail Merge should be

selected. If you want to modify the template

before sending, select the tickbox.

Select ‘Next’.

Step 3

By default, the system will create a history

record against the contact.

It’s possible to change the ‘Subject’ and

‘Details’ of the Mail Merge for the History.

(The subject if changed, will be changed on

step 4).

Step 4

If you are e-mailing the document, you can

alter the ‘Subject’ of the e-mail.

The option to add the e-mail as an

attachment is not recommended.

Click finish to start e-mailing the Mail Merge.

A progress of the Mail Merge status will be

shown on your screen. (This may take several

minutes and MS Outlook may request access permission).

MTS Training Manual


Schedule Activities (Using Groups) Using the ‘Groups’, you can schedule multiple activities for contacts at once. This is ideal for

setting reminders for contacting members of groups.

Within the ‘Groups’ function, you should select the members in the same manner as

described in the ‘Mail Merge’ section. When you’ve selected the required members of the

group, from the ‘Action’ button, select ‘Schedule Activity’.

New Activity

When creating the

activity, ensure the

following fields are

updated;

Type and Subject are

meaningful.

If required, a description

of the action can be

entered.

By default, the action

will be ‘Scheduled For’

yourself to do. However,

this can be changed to a

colleague if needed.

Set the ‘Start’ date for the activities to be completed on.

Where the contact is specified, it will show the first contact from your list. But it will have a

number next to the icon for the multiple contact selection.

Select the ‘Multiple Contact’ icon. You will be presented with the multiple contact

selection form.

Multiple Contacts

Within this form, you can confirm

the contacts you wish to create

activities for.

By default it will create just one

activity for all contacts, but by

ticking the ‘Create a Separate

Activity for Each Participant’, the

system will create a separate

activity for each contact.

If any changes have been made, select ‘OK’ and then close the new activity form. The

activities have now been scheduled.

MTS Training Manual


Company Processing Company Processing is a list of all your Customers, Prospects and Competitors. This is the

ideal area of the system to search for your companies.

Company Processing

If the company is a known

Customer, then the majority

of the fields will be disabled

on the ‘General’ tab. (If this

needs updating you will have

to go through the Sales

Ledger).

The ‘What’s New’ section is a

summary of the most recent

activities with this Company.

From the ‘Action’ button,

you can access the Sales

Ledger account, Sales Order Processing for this account and any special prices setup against

this company.

Contacts Tab The Contacts tab is to view any contacts associated with this company. There are several

actions that you can complete from the Contact’s tab;

• Create new contacts. (Ctrl+N)

• Edit existing contacts. (Highlight contact, ‘Action’ → ‘Edit Contact’)

• Add Contacts to groups. (Highlight contact, ‘Action’ → ‘Add to Group’)

• Schedule an Activity. (Highlight contact, ‘Action’ → ‘Schedule an Activity’).

• Send an E-mail. (Highlight contact, ‘Action’ → ‘Send Email’)

• Send a quick letter (Highlight contact, ‘Action’ → ‘Quick Letter’.)(The ‘Quick Letter’ is

defined in ‘Set Options’).

• Mail Merge a template to the contact. (Highlight contact, ‘Action’ → ‘Mail Merge’).

• Attach an Email from MS Outlook. (Highlight contact, ‘Action’ → ‘Attach Outlook

Email’).

• Transfer a contact to another company. (Highlight contact, ‘Action’ → ‘Transfer

Contact’).

Activities Tab The ‘Activities’ tab will have all the activities outstanding (these are better known as

scheduled activities) for this company. By default, all outstanding activities are displayed.

However, by using any of the filtering tools at the header of the form will customised the

list. To edit or complete an activity, simply double click the activity or select the appropriate

item from the ‘Action’ menu.

Activities can be customised to different colours to identify activities easier. The colours can

be allocated by accessing ‘Activity Types’ under ‘Maintenance’. Each activity type can be

allocated a default colour.

MTS Training Manual


History Tab The ‘History’ tab is a list of cleared activities and/or recorded history. (These could

potentially be the outcome of phone calls, e-mails sent/received or document recorded

against the company).

Opportunities Tab The ‘Opportunities’ tab show the opportunities (Sales Leads) against this company. By

default, it lists any current opportunities. But again, but using the filters at the header of the

form, the list can be customised. To view an Opportunity in further detail, you simply double

click or select the ‘Edit’ function from the ‘Action’ button. Within this tab, a new Opportunity

can be created by selecting ‘New Opportunity’ from the ‘Action’ button.

Note – The value shown here is an adjusted value (calculated from the quoted value and

multiplied by the probability of it being won).

Quotes Tab Any quotes against this company can be shown here. By default, this is current quotes

awaiting acceptance or closure. Again, by using the filters at the header of the form you can

customised your list. From the ‘Action’ button you can raise a new quote, edit, print or mark

a quote as deletion.

An Inactive quote → Quotes can be progressed in SOP/Invoicing to another type of

document. (Order/Invoice).

An Active quote → Quotes cannot be progressed in SOP/Invoicing.

MTS Training Manual


Creating New Opportunities To create a new Opportunity for a company, you can locate the company within ‘Company

Progressing’ and select the ‘Opportunities’ tab. Use the ‘New’ icon from the toolbar

(shortcut key Ctrl+N). You will need to select a contact from the company.

Sales Opportunities Processing

Specify a short description for

the Opportunity.

If this Opportunity has been

generated from a campaign or

promotions, you can select

from the list in ‘Referral

Method’.

Sales Stages must be specified

with the stage. (These are

defined under ‘Maintenance’,

‘Sales Stages’). This will update

the closure probability.

The ‘Type’ will need specifying from the pre-defined list. (These a define under

‘Maintenance’, ‘Sales Types’).

Update the Forecasted Closure.

Click ‘Save’ to complete the creation of the Opportunity.

If the ‘Referral Method’ (which can be defined under ‘Sales Opportunities’, ‘Referral

Methods’) has an activity associated with it, you will now be prompted to finalised a

scheduled activity for this Opportunity.

Scheduling Activity

The activity will automatically

have the ‘Activity Type’ and

‘Subject’ populated from the

Sales Opportunity.

The Contact will have been

specified from the Opportunity,

but this can be altered.

The activity will be scheduled for

you by default but this too can be

changed to a colleague.

The Start Date will be controlled

by the scheduled days in the

Referral Method.

Additional details can be specified in the space above the ‘Contact’ field.

By closing the form, the activity will be saved and scheduled.

MTS Training Manual


Scheduling New Activities To schedule a new activity for a contact, you can either select ‘Schedule Activity’ from the

‘Action’ button under the ‘Contacts’ tab or by editing an opportunity and selecting the

‘Activities’ tab and ‘Schedule Activity’ from the ‘Action’ button.

Note – Activities for Opportunities will appear against both the opportunity and the contact.

Recording Correspondence If you wish to record a communication between yourself and a contact/opportunity, select

the ‘History’ tab on either the Company Processing or the Opportunity form. Select to

‘Record History’ from the ‘Action’ button.

Record History

Your default Activity Type will be used but this

can be changed, along with the subject.

Enter the details of the communication in the

area above the contact.

Specify the time of the communication. (Start –

Finish).

In the ‘Outcome’ field, you can select from a

list of possible outcomes from the

communication.

Raising a Quote from an Opportunity If an opportunity requires a formal quotation, one can be generated directly the Opportunity

– Traceability is the greatest benefit to raising quotes this way. The Opportunity number will

be stored on the quote along with the external and internal contact name.

New Quote

Select the ‘Opportunity’ you wish to

create a quote from. (Edit the

Opportunity). On the Sales

Opportunity Processing screen, select

the ‘Quotes’ tab. Select from the

‘Action’ button, ‘Raise New Active

Quote’.

All the details relating to the

Opportunity are populated.

You can optionally specify the date

the quote is valid until by entering a

date in the ‘Valid To’ field.

Select ‘OK’ to and continue entering the lines of the quote as per usual.

MTS Training Manual


When you have posted the Quote, it will be stored within the Opportunity. If you wish to e-

mail the quote to the contact, ensure the quote is highlighted in the list and then select

‘Print Quote’ from the ‘Action’ button.

You will be asked if further documentation is required to be sent with the quote. If required,

you can attach a covering letter to the quote and additional documentation (Such as Terms

& Conditions). By default, the quotation will be stored as a history record and the email will

request you to modify it before it is sent.

Sending E-mail

On clicking ‘OK’ you will be shown

the Publisher form, from which you

will select ‘Email’ and publish.

On the ‘Send Email’ form, the ‘To’

will be populated with the

Opportunity contact but this can be

changed.

The signature will be added to the

body of the e-mail. The quote itself

will be added as an attachment.

Add any additional text and select ‘OK’ to send

Note – The process may take a few seconds as it files copies away to History.

Progressing a Quote to an Order If the quotation is accepted by the contact, you can update the Opportunity and progress

the quotation to an order. Within the Opportunity, on the ‘General’ tab, we can now update

the Opportunity result to ‘Won’. (The reason field does not need populating) and click ‘Save’.

From the ‘Action’ button, select ‘Order Processing’. This will take you to the SOP/Invoicing

form for this account. (If this is a prospective account you will need to ‘Create Sales Ledger

Account’ from the ‘Company Processing’ form.

Within SOP/Invoicing, in the ‘Order’ view, locate the quotation for the Opportunity and

progress it to an Order. If required edit the order and make any changes.

Documents

Sales Pipeline Management - MT Services Limted Manuals/Sales Pipeli… · Sales Pipeline Management (SPM) is a contact management system used to monitor potential sales. The application