Sales: leads, opportunities and quotes

The Sales side of CRMSix follows a deal from first enquiry to signed quote. A lead is someone who might buy; when they’re qualified you convert them into an account, a contact and an opportunity, which you move through your stages, price with products and quotes, and forecast. Switch to Sales with the toggle at the top of the menu.

Your Sales Home

Sales Home shows what needs you today:

• My Open Leads and My Open Opportunities.
• Quarterly Performance: what you’ve won this quarter, and your open deals over 70% probability.
• Items to Approve: quotes waiting for your approval, if you approve quotes.

Leads

Leads come in four ways:

The Leads tab has the views My Open Leads, All Open Leads, All Leads and Converted Leads. On a lead, click a step on the status path as you work it. Its Activity card sends emails (with templates) and plans tasks and events, and replies to your emails come back onto the lead.

Convert a lead

When a lead is qualified, choose Convert (or click the Converted step on the status path).

1. Choose Create a new account from the lead’s company, or Add to an existing account; CRMSix suggests accounts with a similar name.
2. A contact is created from the lead’s name and details.
3. Optionally create an opportunity, with its name, amount and close date.
4. Convert. The lead shows links to the new account, contact and opportunity, and later email replies follow the opportunity.

Opportunities

An opportunity is a deal you’re working, with an amount, a close date and a stage. Each stage belongs to a category: Open, Won or Lost.

• Views: My Open Opportunities, All Open Opportunities, Closing This Month, Closing This Quarter, Won and All Opportunities.
• Pipeline board: switch from the list to the board to see a column per stage, and drag a card to another column to change its stage.
• On the opportunity: keep the probability, next step and forecast category up to date; they drive your forecast.
• Products: choose Add Products to price the deal from a price list, with quantities and discounts.
• Activity: emails, tasks and events, as on leads.

Quotes

1. On the opportunity’s Quotes card, choose New Quote, then Add Products to its lines.
2. Choose Start Sync to make it the opportunity’s quote: the opportunity’s products are replaced by the quote’s, and its amount becomes the quote total. Only one quote syncs at a time; Stop Syncing leaves the opportunity as it is.
3. Generate PDF saves the quote as a PDF and opens it. Every version is kept as v1, v2… under Quote PDFs.
4. Move it through its statuses: Draft, Needs Review, Approved or Rejected, Presented, then Accepted or Denied.

Products and price lists

The Products tab lists what you sell, and Price Lists hold a price for each product, for example a list price and a partner price. Opportunities and quotes take their prices from a price list. With several currencies, amounts are kept in each deal’s own currency and converted to your company currency for totals and forecasts.

Forecasts and quotas

The Forecasts tab shows a quarter by owner and by month, from each open deal’s close date and forecast category. Click any figure to see the deals behind it. The columns add up:

Deals in the Omitted category count nowhere. Managers with the quota permission choose Set quota for each person, and the forecast shows how much of it is attained. Amounts and quotas are in your company currency.

Setting it up (admins)

For pipeline and win reports, see Creating reports and dashboards; to automate follow-ups, Workflow rules and Flows.