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Lead represents a person or an organization that currently is not a customer, but have a potential to be. Creating a lead record usually is a first step of the sale process. As more information about the Lead is gathered it's supposed that lead will be converted into a Account, Contact and Opportunity.
New leads are supposed to be created by the following scenarios:
By utilizing Workflows administrator can set up the system to apply a specific assignment rule to new leads, i.e. Round-Robin and Least-Busy rules. For more complex business flows it's recommended to utilize BPM tool.
To prevent overlooking of new leads, users can add Lead entity type to the Global Auto-follow list at Preferences. Then they will automatically follow every new lead.
To convert a lead, you need to click Convert button on the lead detail view. Then you can check to which record types you want to convert: Account, Contact, Opportunity.
Converted lead won't be removed from the system. It will have status Converted, records it was converted to, will be available on Converted To panel on the right.
Opportunity represents a potential or closed deal. Opportunity with 'Closed Won' stage are taken into account for a sales revenue calculation.
Following opportunity stages are available by default:
Administrator can define custom stages depending on business flow of the company: Administration > Entity Manager > Opportunity > Fields > Stage. It's also possible to define custom probabilities for each stage.
Opportunity probability is an estimated percentage chance that the sale will be won. Closed Won status should have 100% probability, Closed Lost – zero. Other stages has their default probabilities. Probabilities can be utilized for a revenue forecasting.
Administrator can define available currencies and their rates at Administration > Currency.
It's possible to convert currency of existing opportunities:
The following charts are available on the dashboard by default:
By utilizing Reports tool it's possible to view sales statistics based on specific criteria. Report charts can be displayed on the dashboard.
Available with Reports from Adavanced Pack.
This report will show revenue forecast based on probabilities of opportunities.
Users, who have an access to this report, will be able to add it on their dashboards.