Using PeopleSoft Enterprise Mobile Sales

This chapter provides an overview of PeopleSoft Enterprise Mobile Sales and discusses how to:

Use the Sales Homepage on a laptop.
Work with leads and opportunities on a laptop.
Use forecasts on a laptop.

Note. To start PeopleSoft Enterprise Mobile Sales, you need to run the PeopleSoft Mobile Agent first, then launch Mobile Sales in a browser. Select Start, Programs, PeopleSoft Mobile Agent, Start PS Mobile Agent to launch PeopleSoft Mobile Agent. Then, select Start, Programs, PeopleSoft Mobile Agent, PS Mobile Application to launch the application itself.

Understanding Transactions in PeopleSoft Enterprise Mobile Sales

PeopleSoft Enterprise Mobile Sales delivers much of the functionality of PeopleSoft Enterprise Sales to the laptop. The functionality that is available to you may differ depending on the permissions that are set by the administrator.

The dataset rules that you define for the user ID and role determine the set of data that is loaded onto the laptop. Although business units used by PeopleSoft Enterprise Mobile Sales and PeopleSoft Enterprise Mobile Order Capture can be different, their business units must be related to the same setID for customers and products. The setID for customers and products can be different.

The table below lists the components available in PeopleSoft Enterprise Mobile Sales and describes the functionality of each component.

Mobile Object	Actions Available
Sales Homepage	View summaries of accounts, leads, opportunities, forecasts, and tasks.
Lead	View and update a lead. Create a new lead. Convert a lead to an opportunity. Clone a lead. Add a product, task, or note. Delete a product or note. Turn back a lead. Create a quote or order (when Mobile Order Capture is installed).
Opportunity	View and update an opportunity. Create a new opportunity. Add or delete a product, task, forecast, or note. Add a forecast amount to an opportunity. Create an order or quote (when Mobile Order Capture is installed).
Forecast	View the revenue forecasts. Update the forecasts. Submit the forecasts Reforecast. Display subtotals. Display a bar chart of the forecast data. Export forecast subtotals.

Using the Sales Homepage

This section illustrates the Sales Homepage and explains how to set the Sales Homepage preferences.

Pages Used to View and Set Up the Sales Homepage

Page Name	Object Name	Navigation	Usage
Sales Homepage	RSFM_SALES_VIEWER	Sales Homepage	View summarized information about selected sales objects.
My Sales Homepage Preferences	RSFM_SV_PREFS	Click the Personalize this Page icon on the Sales Homepage.	Define what information will appear on the Sales Homepage.

Using the Sales Homepage

Access the Sales Homepage.

The Sales Homepage provides:

A summarized view of the sales reps activity and direct access to Accounts, Leads, Opportunities, and Tasks.
The latest forecast graph.
The ability to customize the sales homepage.
Links to the customer.
Links to the contact and the contact's phone number.

Setting the Sales Homepage Preferences

The My Sales Homepage Preferences page is split into multiple sections which enable you to define what information displays on the Sales Homepage. Selecting or clearing the check box in each section determines what type of information will be displayed. You can also define how the information is displayed by selecting Sort By and Sort Order options.

Access the My Sales Homepage Preferences page.

Accounts

Select to display accounts on the Sales Homepage page

Num. of Accounts to Display(number of accounts to display)

Indicate the maximum number of accounts to display on the Sales Homepage.

Sort By

Select the column by which results are sorted.

Sort Order

Select ascending or descending sort order for results.

Forecast Graph

Select to display a forecast graph on the Sales Homepage.

Subtotal by 1 and Subtotal by 2

You must enter a value for Subtotal by 1 to display a graph.

Selecting an object for Subtotal by 2 enables you to view more detailed information about a forecast. For example, the overall forecast might be for March, 2003. To display a graph that shows confidence level groups by region, you would select Confidence % for Subtotal by 1 and Region for Subtotal by 2.

My Leads

Select to display only leads that belong to the logged in user on the Sales Homepage page.

Num. of Leads to Display(number of leads to display)

Indicate the maximum number of leads to display on the Sales Homepage.

Sort By

Select the column by which results are sorted.

Sort Order

Select ascending or descending sort order for results.

My Opportunities

Select to display only opportunities that belong to the logged in user on the Sales Homepage page.

Num. of Oppys. to Display (number of opportunities to display)

Indicate the maximum number of opportunities to display on the Sales Homepage.

Sort By

Select the column by which results are sorted.

Sort Order

Select ascending or descending sort order for results.

My Forecasts

Select to display only forecasts that belong to the logged in user on the Sales Homepage page.

Num. of Forecasts to Display(number of forecasts to display)

Indicate the maximum number of forecasts to display on the Sales Homepage.

Sort By

Select the column by which results are sorted.

Sort Order

Select ascending or descending sort order for results.

Display Graph with Table

Select check box to display the forecast graph on the page with the subtotals table. Clear the check box to display the graph on a separate tab.

My Tasks

Select to display tasks on the Sales Homepage page.

Num. of Tasks to Display(number of tasks to display)

Indicate the maximum number of tasks to display on the Sales Homepage.

Sort By

Select the column by which results are sorted.

Sort Order

Select ascending or descending sort order for results.

My Quotes

Select to display quotes on the Sales Homepage page.

Num. of Quotes to Display(number of quotes to display)

Indicate the maximum number of quotes to display on the Sales Homepage.

Sort By

Select the column by which results are sorted.

Sort Order

Select ascending or descending sort order for results.

Using Leads and Opportunities in Mobile Sales

There are differences to be aware of when working with off-line leads and opportunities. The PeopleSoft Enterprise Mobile Sales Lead and Opportunity components are different than the tethered products in that:

The user interface on the mobile device is slightly different. Access to contacts, products, tasks, and notes from tabs rather than using drop-down list boxes or expand-all options.
History and attributes are not part of the mobile application.

In this section we explain how to use PeopleSoft Enterprise Mobile Sales to:

Manage Leads.
Convert a lead to an opportunity.
Manage opportunities.
Clone leads and opportunities.
Close leads.
Close opportunities.

Pages Used to Manage Leads and Opportunities

Page Name	Object Name	Navigation	Usage
Discover (Leads)	RSFM_LEAD	CRM, Leads, Select a Lead, Discover.	View and manage leads.
Convert Lead to Opportunity	RSFM_CONVERTLEAD	Click the Convert Lead to Opportunity icon on the (Leads) Discover page.	Select options to convert a lead to an opportunity.
Discover (Opportunities)	RSFM_OPPORTUNITY	CRM, Opportunities, Select an Opportunity, Discover.	View and manage opportunities.
Clone Lead	RSFM_CLONELEAD	Click the Clone Lead icon on the Discover page.	Select items to copy from the original lead to a clone.
Clone Opportunity	RSFM_DT_OPP_CLONE	Click the Clone Opportunity icon on the (Opportunities) Discover page.	Select items to copy from the original opportunity to a clone.

Managing Leads on a Mobile Device

Access the Discover page for Leads.

The Leads component:

Provides access to territory, region, and business unit on the Lead Details page.
Provides a range of products for selection based on data distribution and user rules.
The default business unit for the mobile role determines the business unit that is displayed on the laptop. As a result, you can only enter and view leads in the default business unit.

Note. When you clone a lead in the online lead component, not all of the cloned data will be downloaded to the laptop.

When you synchronize the data back to the server, any data that was previously not downloaded to the mobile device will be reattached to the old lead.

Converting a Lead to an Opportunity in Mobile Sales

Access the Convert Lead to Opportunity page.

Select

Select to convert and merge the lead into an existing opportunity.

Note. Only opportunities from the same company as the lead are available to merge.

Create New Opportunity

Select to convert the lead into a new opportunity.

Transfer to New Opportunity

Select to transfer to the opportunity when you click OK.

When cleared, the system returns you to the Leads page that you were on when you clicked the convert button.

(Check boxes)

Select the data to carry over from the lead to the opportunity.

If you associate the lead with an existing opportunity, the system adds the selected information from the lead to the selected opportunity.

OK

Click to save the opportunity.

To transfer directly to the new opportunity upon successful conversion, select the Transfer to Opportunity check box before clicking OK.

Managing Opportunities in Mobile Sales

Access the Discover page.

The Opportunity component:

Provides the user with sales opportunity's details, including the name, status, and priority of the opportunity as well as the customer's name, address, and contact people.
Enables the user to assign the opportunity to a sales representative.
Enables the user to associate an opportunity with a source campaign.
Enables the user to add the specific products, quantities and prices on a proposal.
Enables the user to enter notes and attachments for the lead.
Enables the user to create and track sales tasks required for opportunity follow up and sale closure.
Providesthe user with PeopleSoft Enterprise Order Capture functionality if the customer has purchased PeopleSoft Enterprise Mobile Order Capture.

Cloning Leads and Opportunities In Mobile Sales

You may clone an existing lead or opportunity in two ways:

For leads, access the Leads List page, and then click the Edit This Sales Lead button to the left of the lead that you want to copy.

The Discover page of the Leads details component appears. Click the Clone Lead toolbar button.
For opportunities, access the Opportunities List page, and click the Edit This Sales Opportunity button to the left of the opportunity that you want to copy.

The Discover page of the Opportunities details component appears. Click the Clone Opportunity toolbar button.

New Lead or Opportunity Name

Enter a name or description for the new lead or opportunity that you want to create.

Number of Clones

Enter the number of copies that you want to make from the original lead or opportunity. The system will create that number of identical clones of the original and append the clone number to the lead description.

Transfer to Cloned Lead (or Transfer to Cloned Opportunity)

Select to transfer to the new cloned lead or opportunity when you click OK. If you do not select this check box, the system returns you to the original lead or opportunity from which you were copying. If you are making more than one cloned copy and you select this check box, the system takes you to the last cloned item. Each cloned item is available from the list pages for you to edit.

Select Items to Copy

Select the data that you want to copy from the original to the clone.

Closing Leads

To close a lead, access the Lead details component Discover page and enter the appropriate status, either Closed or Closed - Duplicate. You may also close a lead by setting the status to Turnback When this status is selected, a Reason field displays on the page. You must select a reason that the lead was turned back before saving the page.

Closing Opportunities

To close an opportunity, access the Opportunities details component Discover page and enter the appropriate status, either Closed - Won or Closed - Lost. If the opportunity is Closed — Lost, you must enter comments and other data regarding the loss before saving the page. Also, you must review the forecast items and either select or clear the Forecast check box to keep them in or remove them from the forecast, respectively.

After you close the opportunity, the system displays the actual close date and actual revenue on the Close tab of the Opportunities List page for the opportunity.

Status	Values are Closed - Won and Closed - Lost.
Comment	Enter a reason for the win or loss.
Actual Revenue	Displays the actual revenue from the closed - won opportunities. An actual revenue amount is required to close the opportunity successfully.
Actual Close Date	Enter the close date; the system's current date is the default.
Fallout Reason	This field appears only for closed - lost opportunities. You must select a reason for why the sale was lost. Define fallout reasons on the Fallout Reason page. Entering a fallout reason helps to track and identify patterns of losses.
Forecast	Select for each item that you want to include in forecasting from the closed opportunity. Be sure that the check box is cleared for all items that you do not want to include in forecasting. Items from a closed - lost opportunity that remain in the forecast show up as leaks.

Working with Forecasts

This section illustrates how to manage Forecasts and export Forecast subtotals.

Pages Used to Manage Forecasts

Page Name	Object Name	Navigation	Usage
Revenue Forecasts	RSFM_REV_ENTER	CRM, Forecasts, Select a Forecast, Revenue Forecasts.	View and manage revenue forecasts.

Using Forecasts on a Laptop

Access the Revenue Forecasts page.

The mobile Forecast component:

Displays only the revenue forecast.
Reflects all currencies established as part of the data synchronization rules.
Provides flexibility in editing the data.

In the online Forecast component, you can't change the data once you've selected the Submitted check box and saved it. In the mobile application, you can clear the check box and change the data, as long as you haven't performed synchronization
Provides detail of forecast data for individual salespeople.

Exporting Forecast Subtotals

Forecast subtotals can be exported to an Excel spreadsheet by accessing the Export Subtotals page and clicking on the Export Subtotals icon.

Accounts	Select to display accounts on the Sales Homepage page
Num. of Accounts to Display(number of accounts to display)	Indicate the maximum number of accounts to display on the Sales Homepage.
Sort By	Select the column by which results are sorted.
Sort Order	Select ascending or descending sort order for results.

My Leads	Select to display only leads that belong to the logged in user on the Sales Homepage page.
Num. of Leads to Display(number of leads to display)	Indicate the maximum number of leads to display on the Sales Homepage.
Sort By	Select the column by which results are sorted.
Sort Order	Select ascending or descending sort order for results.

My Opportunities	Select to display only opportunities that belong to the logged in user on the Sales Homepage page.
Num. of Oppys. to Display (number of opportunities to display)	Indicate the maximum number of opportunities to display on the Sales Homepage.
Sort By	Select the column by which results are sorted.
Sort Order	Select ascending or descending sort order for results.

My Forecasts	Select to display only forecasts that belong to the logged in user on the Sales Homepage page.
Num. of Forecasts to Display(number of forecasts to display)	Indicate the maximum number of forecasts to display on the Sales Homepage.
Sort By	Select the column by which results are sorted.
Sort Order	Select ascending or descending sort order for results.
Display Graph with Table	Select check box to display the forecast graph on the page with the subtotals table. Clear the check box to display the graph on a separate tab.

My Tasks	Select to display tasks on the Sales Homepage page.
Num. of Tasks to Display(number of tasks to display)	Indicate the maximum number of tasks to display on the Sales Homepage.
Sort By	Select the column by which results are sorted.
Sort Order	Select ascending or descending sort order for results.

My Quotes	Select to display quotes on the Sales Homepage page.
Num. of Quotes to Display(number of quotes to display)	Indicate the maximum number of quotes to display on the Sales Homepage.
Sort By	Select the column by which results are sorted.
Sort Order	Select ascending or descending sort order for results.

Select	Select to convert and merge the lead into an existing opportunity. Note. Only opportunities from the same company as the lead are available to merge.
Create New Opportunity	Select to convert the lead into a new opportunity.
Transfer to New Opportunity	Select to transfer to the opportunity when you click OK. When cleared, the system returns you to the Leads page that you were on when you clicked the convert button.
(Check boxes)	Select the data to carry over from the lead to the opportunity. If you associate the lead with an existing opportunity, the system adds the selected information from the lead to the selected opportunity.
OK	Click to save the opportunity. To transfer directly to the new opportunity upon successful conversion, select the Transfer to Opportunity check box before clicking OK.

New Lead or Opportunity Name	Enter a name or description for the new lead or opportunity that you want to create.
Number of Clones	Enter the number of copies that you want to make from the original lead or opportunity. The system will create that number of identical clones of the original and append the clone number to the lead description.
Transfer to Cloned Lead (or Transfer to Cloned Opportunity)	Select to transfer to the new cloned lead or opportunity when you click OK. If you do not select this check box, the system returns you to the original lead or opportunity from which you were copying. If you are making more than one cloned copy and you select this check box, the system takes you to the last cloned item. Each cloned item is available from the list pages for you to edit.
Select Items to Copy	Select the data that you want to copy from the original to the clone.