Eritrium can be used to track sales opportunities.
As sales people identify opportunities for sale of product and/or service into customer organization, these opportunities can be recorded in the Eritrium database.
Each sales opportunity can include information about:
❑what is going to be sold
❑who is the competition
❑the sales person who is making the sale
❑the current status of the sales process
❑the estimated value of the sale
❑the estimated month of sale
❑the probability of getting the sale.
Sales opportunity information is then used to produce sales estimates for a given period. You can track any number of sales opportunities against a single customer.
There are two ways to find existing sales opportunities in Eritrium:
❑From the left tree options view, navigate to "My Desktop > My Sales Opportunities"
❑From the left tree options view, navigate to "Sales Force > Sales Opportunities"
You can also open them from related objects, ie: from the customer windows, on the lower tab "Sales Opportunities" are displayed all the opportunities opened for that customer. From a sales order generated from a sales opportunity, go to the top menu "View > Sales Opportunity", etc...
The next figure shows a sales opportunity form:
The sales opportunities life cycle goes trough the following states:
❑In progress: This state means that the opportunity is open and active, and that sales people are working on it.
❑Done: The opportunity is finished. The possible sub states are:
❑Win: The opportunity is won, this means a sales order can be generated.
❑Loss: The opportunity was lost.
❑Disqualified: The opportunity was disqualified.
The information managed for sales opportunities is:
❑Code: Code for the supplier generated by Eritrium.
❑Type: The type of opportunity.
❑Request for proposal/quotation
❑Customer: Name of the customer.
❑State: The state of the opportunity. It cab be one of the following:
❑Summary: A brief description for listings.
❑Open Date: The date in which the opportunity was created.
❑Expected Close: The date that you expect to close the opportunity
❑Millstone: The point of advance for the opportunity. This value is used to calculate the sales pipeline.
❑Millstone Set: The date of the last millstone change
❑Territory: The sales territory
❑Source: The channel trough the opportunity come.
❑Sales Manager: The responsible of the opportunity (act as the administrator)
❑Contacts: The people involved on the opportunity from the customers side. Read Sales Opportunity Contacts.
❑Sales Team: The people involved on the opportunity from the sales team side: Read Sales Opportunity Responsibles
❑Needs: Some important information about the opportunity:
❑Problem: The description of the problem or needs that the customer has.
❑Solution: The solution that we are giving to the customer. The sales approach.
❑Value: The value added that should be used as sales strategy.
❑Competitors: The list of possible competitors and their solutions. Read Sales Opportunity Competitors
❑Products: The list of products / Services that we intend to sale to the customer.
❑The log of the sales actions done and its statuses/results.
❑Quotations: The list of quotations generated.
❑Notes: A list of additional notes related to the opportunity.
❑Interaction Records: The list of interactions done with the customer. Phone calls, emails, faxes, etc...
❑Mails sent or received related to the opportunity.
❑Follow Ups: List of reminders set up for the opportunity.
❑Documents: List of documents linked to the opportunity
❑Attachments: Files attached to the opportunity of any media type.
There are two ways of adding new Sales Opportunities to the eritrium database:
❑From the Customer form, select top menu option "Actions > Create New Sales Opportunity"
❑From the main window, select the top menu option "File > New > Sales Opportunity
If yoy have user rights for deleting sales opportunities, you can delete them opening the sales opportunity form and using the top menu option "File > Delete"