1. What is opportunity follow-up for?
To find this tracking tool, click on one of your prospects from the Sales Funnel and open their opportunity page. Before go further, if you'd like to first learn how to create a prospect and get an overview of how the opportunity page works, check out this article 👈
The tracking tool, available via the "Opportunity Follow-up" tab of the page, aims to help you track the evolution of your relationship with the prospect chronologically by adding manual actions and in order to keep track of their progress in the sales funnel, written and telephone exchanges or even their prospecting status changes. Here is what the tool looks like:
2. How do I use opportunity tracking?
The "New Activity" button allows you to select a type of activity to add to your sales funnel in order to create a detailed and chronological history of the prospecting stages with your point of contact:
1️⃣ Change the client's status
This allows you to modify the prospecting status of your client by changing it, for example, following the confirmation of a quote, from "Undecided" to "Won."
You will be able to modify this status directly within the session concerned, on the learner file, in the "Settings" bar and in the "Learners" tab:
Alternatively, you can also change the undecided status by going directly through the opportunity follow-up area.
The advantage of changing this status from the opportunity tracking with the " New action" button is the possibility of adding a note to explain, for example, the reason for this change in status.
2️⃣ Move the customer through the sales funnel
The Sales Funnel, also called pipeline, corresponds to the different stages of prospecting a customer ranging from the contact phase to the signing of an agreement for example. These different stages are illustrated in the form of columns on the global page of your sales monitoring in order to be able to easily slide your opportunities from one stage to another:
Of course, the steps of the sales funnel can vary from one training organisation to another. This is why Digiforma allows you to configure the different steps of your funnel by proceeding like this👈
To move (or delete) multiple opportunities at once in your sales funnel, simply select the opportunities to modify by checking the box provided for this purpose next to each opportunity:
To move them, simply click on "Move to" and choose which column you want to move the opportunities to:
Whether you modify the opportunity stage in your funnel from the global page or from the opportunity tracking, you will find these different stages within the "Opportunity follow-up" tab:
To mass delete your opportunities, simply click on the delete icon after selecting them:
⚠️Be careful! Please note that if you delete one or more opportunities, clients will be automatically removed from the sessions they were assigned to.
The following warning message will appear to confirm the deletion.
3️⃣ Add a customer-exchange report
Add a report following an exchange by email, by phone, in person / video meeting with your client in order to keep a record of these exchanges. Then select the type of exchange and enter the report of the latter:
Add a note:
You can use this button if you need to add various notes to leave for your team for example or important ones to note in the prospecting process with your client:
3. Hide part of your opportunity's follow-up actions
By hovering your mouse over an action in your opportunity tracking, two icons will appear:
The icon on the left will allow you to edit your comment. The one on the right will allow you to hide the action if you no longer want to see it appear in your opportunity tracking.
You can then display the hidden actions if necessary using this button:
And hide them again:
See you in Digiforma!