Sales Opportunity Management

The Sales Opportunity Management solution in the eLink Advantage on-demand business management system starts when a prospect has been judged to be a qualified prospect, when the twenty questions have been satisfactorily answered. Each prospect contact and company is allocated to a sales executive and is then set up with target sales and gross margin values, target close dates etc.

The management skill is in supporting and tracking each sales opportunity through eight successive activities necessary to closing a sale. Each activity has eight statements describing the relationship achieved with the prospect and each of these statements has a score.

Contacts – status of the relationship and acceptance of our proposal

Timescales – how secure are dates and the basis for them

Budget – discussed and confirmed we can work with them

Buying process – criteria, who’s involved, through to agreement of implementation plan

Solution – relevance, amendments agreed, proposal signed off

Competition – differentiation, unique proposition, strategy, knowing,

This total score of the sales opportunity calculation automatically defines how far into the sequence the sales executive has brought the prospective customer. In time a co-relationship between score and the probability of a successful sale becomes obvious.

The eLink Advantage business management system holds details of all the contacts and their relationships, details of partners and of competitors so that the whole picture can be seen. It integrates the shared calendars and

shared to do list to give comprehensive task and time management.

The sales opportunity management solution provides direct integration with MS Word for preparing letters, meeting confirmations, quotes, proposals and sales invoices.

The successful Sales Opportunity is closed when the customer signs a contract with you or sends in their Purchase Order. Scan this in and open a new Project for the implementation and delivery of the business task.

The benefits of the eLink Advantage sales opportunity management solution are:

• improved effectiveness of your entire sales force

• easier motivation and control of remote members of your sales force

• better records for managers to handle a prospective customer calling for extra information or changing their time-frame or changing arrangements

• better records in the event of sales staff going on holiday or leaving your company

• improved and efficient image to project to customers

• improved customer relations management, all leading to

• improved sales and

• improved profitability

The system stands on its own as your sales opportunity management solution or because of the interconnection with other modules available within the eLink Advantage business management system, it can be used as a starting point for a more comprehensive business management solution.

Your initial solution can be amended and extended by you on-demand, live on your system at any time, it will grow and adapt to match how your organisation grows and adapts to your market.