Advanced Sales Automation Convincing prospective and existing customers to buy is a significant challenge for even seasoned salespeople. ADAPTcrm gives your sales staff the ability to manage the progress of pending opportunities as they relate to your own selling processes. In addition, the system's "checks and balance" forecasting system employs sophisticated methods to predict each opportunity's chance to close, while the sales knowledge base of competitors strengths, weaknesses and buying issues helps provide the tips and techniques needed to win new business.
Sales Opportunity Manager Today, companies use some form of computer software to track sales orders. By entering sales orders in a database, you can produce sales reports that analyze sales trends such as "what percent of my sales came from California?", and "who are my top salespeople?". However, unless you track the work done before the sale closed, you are limited in your ability to analyze and improve your sales efforts.
The key to this level of analysis is to track sales opportunities before they result in booked sales. If you only track book sales, you would have no record of all the sales you lost or how much time or cost was needed to win the sales you have.
This is the concept behind “opportunity management.” An opportunity is a record of a potential sale or any other type of revenue generating opportunity. ADAPT tracks the life of the opportunity from the time is started until the time it closed (i.e., resulted in a sale or a lost sale).
Opportunity management provides three key benefits:
Sales Forecasting. ADAPT automatically builds a “pipeline” of all open opportunities, tracking the value, percentage chance to close and expected close date of each opportunity. Salespeople can use this to stay focused on their most promising opportunities.
Sales Process Management. ADAPT lets you create step by step milestones to model your sales process. Salespeople can then follow these milestones like a checklist to make sure that sales are handled in a consistent manner. ADAPT tracks where each opportunity is in the sales process and also generates reports by sales process.
Analysis. By tracking opportunities from start to close, you can analyze potential sales by salesperson, territory, type, date, milestone and many other criteria. This provides you with critical sales metrics that can be used to optimize your sales efforts.
Key Features of the Sales Opportunity Manager:
Manage sales opportunities by creating and linking opportunity records to specific accounts.
Add unlimited user-defined fields/forms/folders to each opportunity record.
Maintain a complete history of activities with specific notes about each opportunity.
Create and link appointments, tasks and activities to specific sales opportunities.
Execute graphical sales pipeline reports in real-time based on user-defined metrics.
Track sales by milestone utilizing sophisticated sales process management features.
Analyze competitors, buying issues, and project trends using the competitor knowledge base.
Produce sales expense, and win/loss analyses through extensive reporting capabilities.
