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Using Opportunities to Streamline Sales.png

  Written by: Melissa Filich    

    

Using Opportunities to Streamline Sales

As your business grows you may face a very common challenge: how to streamline your sales process while improving the effectiveness and productivity of your sales team.

GreenRope’s Opportunities feature does just that. We want your team to succeed, and the best laid road to success is built by having the right tools. Created as a way for your team to manage lead progression, opportunities assist in the sales process from inquiry to close. Empower your sales team with the tools to effectively track deals, forecast sales, and customize each deal. In this article we will discuss the different aspects of Opportunities from setup to tracking. We will also touch on how these features help increase your sales outcomes and team satisfaction.

Setting Up Your Opportunities

GreenRope & automation go together like PB&J.

Automation runs deep throughout GreenRope, and we didn’t stop short at Opportunities. Tailored to the individual salesperson, setting up an opportunity is a simple process. Customize how the opportunity functions for different products and through each phase if your funnel.

Example: As a new lead moves from one phase to another it can trigger a specific workflow. The workflow might send a personalized email ,or a CRM Activity might be created and set for a sales manager or representative to follow up with the lead. Just like your unique business, workflows are extremely customizable. They can automate the tasks your sales team may have been spending hours doing. Automated workflows give them the freedom to focus on sales productivity.

Opportunity Paths & Phases

If Opportunities were bricks we’d paint them yellow to pave the road to your success.

Before attaching Opportunities to leads you must first create your Paths and Phases. Make it just as easy for your leads to follow a path as it is for you to manage and track their progress. If you are running your business like most, chances are you are likely providing more than one product/service. Each may need a different sales process, this is where the yellow bricks of an Opportunity Path are useful. Opportunity Phases define different stages that an opportunity goes through. From beginning to end an Opportunity Path is a subset of those phases defined in your account. With an unlimited number of customized paths and phases available, your lead will never go off course. You will always know where they are in the sales process. 

Example: If you are providing services in addition to products, you may have varying phases and paths for each. Requiring different workflows triggered as the lead progresses through the different phases.

Everything you need to start creating Opportunities is accessible on one easy to manage page. Edit your phases, paths, stagnations, products, sources, quotas, and associated user-fields by going to Settings > Opportunities.

Triggering Workflows

As a contact moves through different phases of your opportunities, you can choose to have a workflow trigger at each phase. Under Phases you can choose which workflow is triggered for any/all opportunity phases.

Adding Checklists

Checklists can be included to each phase of an opportunity. Use a checklist to help your sales team stay connected and communicating effectively.

Example: While in one phase your lead might need to sign a document before moving to the next phase. The checklist will help eliminate unnecessary back and forth communication.

Adding Opportunities to Contact Profiles

Opportunities are created in the CRM record and attached to individual contact records. Go to Contacts > View > Search for the contact and select the "View/Edit CRM Data" icon next to the contact name. In the CRM pop-up select "+Opportunity" > fill out the form and select "Save New Opportunity".

Once added to a contact profile you can edit and track the contact specific opportunity at a glance.

Once added to a contact profile you can edit and track the contact specific opportunity at a glance. 

Sales Opportunity Tracking

The Opportunity Tracking allows you to view the individual opportunity progress within a contact’s profile. You can also track opportunities in various stages or by different variables such as:

  • Phase Time

  • Phase Movement

  • Sources

  • Products

  • Quality

  • % Close

  • Active Pipelines

  • Deals Closed

  • Close Timeline

  • Close Date Movement

  • History Timeline

  • 10- Day Forecast

  • Long-Range Forecast

The Opportunities section of the CRM (Contacts > View > Opportunities) and the Opportunities Reporting page (Contacts > Reports > Opportunities) will become a daily hub to track all possible deals in the funnel. Work within the drag-and-drop Kanban to manage your open opportunities or click on any of the reporting graphs and charts to gain a useful detailed overview.

Contacts > View > Opportunities: 

Sales opportunities with GreenRope CRM

Contacts > Reports > Opportunities: 

Using CRM Opportunities in GreenRope is the most effective and efficient way to manage and evaluate lead prospects. Turning potential deals into quality closes.

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