Opportunities

Opportunities

Opportunities have a special meaning when it comes to your CRM. Each opportunity represents a chance for a lead to become a client. Since opportunities generally have a longer sales cycle and more interaction with your team, they are typically used for selling high-value products or services.

Your CRM stores everything about an opportunity in a convenient, easy-to-access place. Contact and companies associated with the opportunity make it easy to track who the key players are; when you target resources to close that opportunity, you know what to say and whom to say it to.

Opportunity Paths

In most cases, the different products that you sell require a different sales process. This is where Opportunity Paths are useful. Opportunity Paths are a subset of the phases that are defined in your account. Take a look at this sales process for example:

• Initial conversation

• Lead qualification

• Detailed design specification

• Writing proposal

• Proposal evaluation

• Closed (Deal Won/Lost)

Opportunity Phases in GreenRope clearly define each step of the way in your lead's journey to becoming your customer. GreenRope gives you the ability to define as many, or as little, phases as you wish - catering to your business' sales process.

Opportunity Checklists

Each phase of an opportunity can have an associated checklist of items. Checklists are useful because they ensure that everybody in the sales team is on the same page.

For example, if you have documents that need to be signed before proceeding to the next step of the sales process, the checklist feature is useful because it eliminates the need to communicate back and forth via email threads, chats, or other channels of communication. See exactly where each deal stands.

Sales opportunity tracking

After the initial CRM opportunity for a contact has been created, a whole wealth of ways to track and analyze opportunities become available. The salesperson can view:

• Long range forecasts

• Percentage of deals closed

• See which products in which leads are interested

The Opportunities section of the CRM will become a daily hub to track all possible deals in the funnel. Not only do each of the graphs and charts give the salesperson a useful overview, they have clickable elements that drill down that specific opportunity for a more detailed view.

Immersing your business with CRM opportunities in GreenRope is the best and most efficient way to evaluate potential deals and eventually closing at a higher rate.

 

Create a New Opportunity

Exercise 3A:Create an Opportunity

1. Open up your GreenRope account

2. Click on the "Guide Me" button

3. Complete the “Create an Opportunity”

For reference, here are the steps to create an opportunity

1. Open up your GreenRope account

2. In the group drop-down list, select the group your email template is saved in

3. Click Contacts

4. Search for the contact you wish to add an opportunity to

5. Click the Add/Edit CRM Data icon next to the contact name

6. Select “+Opportunity”

7. Fill out the provided form

8. Click the “Save New Opportunity” button at the bottom of the form

9. Click Close

 

Tracking an Opportunity

To track your various Opportunities go to Contacts > Reports > Opportunities.

You can isolate the opportunities you are viewing with the selectors at the top:

- In This Group means to show all opportunities associated with contacts in this group

- All Contacts means to show all opportunities for all contacts in this account

- Opportunities are set to be managed by someone on your staff, and this filter will only show opportunities assigned to this opportunity manager

- You can also filter out opportunities that actually closed or are scheduled to close within a specific date range

Opportunities have Phases that help you keep track of where in the sales cycle the opportunity is. You can also track the source of each opportunity and when it's expected to close (either as a deal that you won, or a deal that you lost).

At the bottom of the Summary page, you can also modify the phases for your opportunities (note that you will always want to keep the two "Closed - Deal Lost" and "Closed - Deal Won" phases, since we treat those specially in our tracking).

All of the charts have clickable elements on them - to drill down and view the opportunities, just click the chart where you want to see more detail.

Tracking an Opportunity  

Exercise 3B:Tracking an Opportunity  

1. Open up your GreenRope account

2. Click on the "Guide Me" button

3. Complete the “Tracking an Opportunity”

For reference, here are the steps to track an opportunity:

1. Open up your GreenRope account

2. In the group drop-down list, select the group your opportunity is associated with

3. Hover over Contacts

4. Click Reports

5. Click Opportunities

   • Once on the Opportunities Tracking page you can isolate tracking by groups, contacts, phases, dates, etc.

   • You can also select different charts to view in association with your opportunities

   • At the bottom of the tracking page you can also modify the phases for your opportunities