Managing Leads and Opportunities

This chapter discusses how to:

Click to jump to top of pageClick to jump to parent topicSearching for Leads and Opportunities

This section discusses how to search for existing leads and opportunities.

Click to jump to top of pageClick to jump to parent topicPages Used to Search for Leads and Opportunities

Page Name

Object Name

Navigation

Usage

Search Leads

RSF_LEADS_HOME_GRD

Sales, Search Leads

Search for leads.

Search Opportunities

RSF_OPP_HOMEPAGE

Sales, Search Opportunities

Search for opportunities.

Click to jump to top of pageClick to jump to parent topicSearching for Leads and Opportunities

Access the Search Leads or Search Opportunities page.

Note. The Search pages for leads and opportunities are similar. While this screen shot is from the Lead component, the information applies to leads and opportunities.

Select the following check boxes to choose which leads or opportunities appear when you perform a search.

Note. The search fields available in the Search section and the check boxes available in the Show in Results section depends on how you configure the search pages for leads and opportunities.

See Configuring Search Pages.

Leads as added by user

Select to display leads that you added.

Leads as Cust Account Owner (leads as customer account owner)

Select to display leads for specific customers for which you are the account owner.

Leads as Cust Account Member (leads as customer account member)

Select to display leads for specific customers for which you are an account member.

Leads as Manager

Select to display leads that are assigned to a sales representative that you manage. The territory tree determines that sales representatives that you manage.

Leads as Owner

Select to display leads for which you are the primary sales representative.

Leads as Partner Account Owner

Select to display leads that have a specific partner for which you are the account owner.

Leads as Partner Acct Member (leads as partner account member)

Select to display leads that have a specific partner for which you are an account member.

Leads as Site Account Owner

Select to display leads that are for a specific site for which you are the account owner.

Leads as Site Account Member

Select to display leads that are for a specific site for which you are an account member.

Leads as Task Owner

Select to display leads that have a task that is assigned to you.

New Leads as Owner

Select to display new leads for which you are the primary sales representative.

My New Leads Since Last Viewed

Select to display new leads that have been added since the last time you viewed the search page.

Leads as Parent Account Team

Select to display leads for specific customers for which you are a member of the parent account team.

Leads as Team Member

Select to display leads for which you are a team member.

Leads as Team Member Manager

Select to display leads for which you are the team member manager.

Unassigned Leads

Select to display unassigned leads.

Unassigned Leads by Bus Unit (unassigned leads by business unit)

Select to display unassigned leads sorted by business unit.

Click to jump to top of pageClick to jump to parent topicManaging Leads and Opportunities on the Search Page

The Search Leads and Search Opportunities pages enable you to manage multiple leads and opportunities. You can change priorities, change the sales representative assignment, and reject or accept leads on the search page. For example, you can display all your leads and then reprioritize them. This section discusses how to:

Click to jump to top of pageClick to jump to parent topicPages Used to Manage Leads and Opportunities

Page Name

Object Name

Navigation

Usage

Search Leads

RSF_LEADS_HOME_GRD

Sales, Search Leads

Manage leads.

Search Opportunities

RSF_OPP_HOMEPAGE

Sales, Search Opportunities

Manage opportunities.

Click to jump to top of pageClick to jump to parent topicPrioritize Leads and Opportunities

Access the Search Leads or Search Opportunities page.

Note. The search pages for leads and opportunities are similar. While this screen shot is from the Lead component, the information applies to leads and opportunities.

Select Prioritize Leads as the List Actions.

Lead Rating

Indicates the degree, Hot, Warm, or Cold, of the customer's interest or potential for making the sale.

Define rating values on the Lead Ratings page.

See Setting Up Lead Ratings.

Revenue

Enter the revenue for the lead.

Priority

Select a priority to indicate the urgency of working this opportunity. Priority values are translate values.

Note. If the lead has been converted to an opportunity, you cannot change the rating, revenue or priority for the lead.

Click to jump to top of pageClick to jump to parent topicChanging the Sales Representative Assignment

Access the Search Leads or Search Opportunities page.

Note. The search pages for leads and opportunities are similar. While this screen shot is from the Lead component, the information applies to leads and opportunities.

Select Review Assignment as the List Actions.

Select a different sales representative in the Sales User field if you want to make a change.

Click to jump to top of pageClick to jump to parent topicRejecting or Accepting Leads

Access the Search Leads page.

Select Accept/Reject Leads as the List Actions.

Accept/Reject

Select whether you accept the lead. Values are Accepted, Rejected or Turnback.

Rejection/Turnback Reason

Select a reason for rejecting or turning back the lead.

Click to jump to top of pageClick to jump to parent topicUpdating the Forecast for Opportunities

Access the Search Opportunities page.

Select Update Forecast as the List Actions.

Revenue

Enter the amount of revenue that is anticipated from the sale.

The system displays arrows in the column before the column for this field. The green arrow signifies that the Revenue has increased, and the red arrow signifies that the Revenue has decreased.

Est. Close Date (estimated close date)

Enter a date that the system uses to determine whether to include the opportunity in the pipeline or forecast based on the time period that is specified for that pipeline or forecast.

The system displays arrows in the column before the column for this field. The green arrow signifies that the Est. Close Date has been moved in to a sooner date, and the red arrow signifies that the Est. Close Date has moved out to a later date.

Forecast Amount

If you have created a forecast for the opportunity, the system displays the forecast amount.

Click to jump to top of pageClick to jump to parent topicUpdating the Sales Stage for Opportunities

Access the Search Opportunities page.

Select Update Sales Stage as the List Actions.

Sales Stage

Select the current stage of the sales process for this opportunity. The system populates this drop-down list box with values that are based on the specified sales process.

Set up sales stages on the Sales Process page.

See Setting Up a Sales Process.

Click to jump to top of pageClick to jump to parent topicManaging a Lead or Opportunity by Using the Summary

The Summary page in the Lead and Opportunity component provides a useful place for a sales representative or manager to view high-level information for a lead or opportunity. The Summary page displays the sales stage, forecast (for opportunities), contacts, tasks, notes, sales team, products and quotes. In addition, the page displays links, so that you can click on a link to go to the component page which contains the detailed information for the particular type of data you want to access.

You can configure the Summary page to meet your specific needs.

See Setting Up the Summary Page for Leads and Opportunities.

 

Click to jump to top of pageClick to jump to parent topicPages Used to Manage a Lead or Opportunity by Using the Summary

Page Name

Object Name

Navigation

Usage

Lead - Summary

RSF_LEAD_SUMMARY

Sales, Search Leads

Select a lead. Select the Summary tab.

Manage a lead.

Opportunity - Summary

RSF_OPP_SUMMARY

Sales, Search Opportunities

Select an opportunity. Select the Summary tab.

Manage an opportunity.

Click to jump to top of pageClick to jump to parent topicManaging a Lead or Opportunity by Using the Summary

Access the Lead - Summary page or the Opportunity - Summary page.

Note. The Summary page appears in both the Lead and Opportunity components. While this screen shot is from the Opportunity component, the information applies to leads and opportunities.

Opportunity Summary

Click the Forecast link to access the Forecast Summary section of the Discover page. Click the Sales Stage link to access the Sales Stage section of the Discover page.

Contacts

Click the link for an existing contact or the Add Contacts link to access the Contact section of the Discover page.

Tasks

Click the date/time link for an existing task or the Add Tasks link to access the Tasks page.

Notes

Click the date/time link for an existing note or the Add Notes link to access the Notes page.

Team

Click the link for an existing team member or the Add Team link to access the Assign page.

Products

Click the date/time link for an existing product or the Add Products link to access the Propose page.

Quotes

Click the date/time link for an existing quote or the Add Quotes link to access the Propose page.

Click to jump to top of pageClick to jump to parent topicViewing History for a Lead or Opportunity

This section discusses how to view the history for a lead or opportunity.

Click to jump to top of pageClick to jump to parent topicPages Used to View History for a Lead or Opportunity

Page Name

Object Name

Navigation

Usage

Lead - History

RSF_LE_HISTORY

Sales, Search Leads

Select a lead. Select the History tab.

View a history of system actions regarding a lead.

Opportunity - History

RSF_OPP_HISTORY

Sales, Search Opportunities

Select an opportunity. Select the History tab.

View a history of system actions regarding an opportunity.

Click to jump to top of pageClick to jump to parent topicViewing History

Access the Lead - History page or the Opportunity - History page.

Note. The History page appears in both the Lead and Opportunity components. Although this screen shot is from the Lead component, the information applies to leads and opportunities.

In the Lead History section, you can view information here about internal actions, such as status changes, that you or any member of the sales team take for this lead or opportunity.

See Understanding History Tracking for Leads and Opportunities.

In the Related Objects section, you can view the associated opportunity, if the lead has been converted to an opportunity.

In the Interaction History section, you can view information, such as email or other correspondence, about interactions regarding the lead or opportunity.