Internal Tab

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This tab includes all the Lead information relative to your company, including the Lead Source and Rating.

The Assigned To frame combines all the fields that capture the internally responsible parties, from the specific person to the Sales Manager, and the Territory and Reseller. Click these buttons to default these values:

• Assign from Organisation - The Assigned To fields default to the Assigned To values of the Organisation, entered on the Organisation Maintenance form.
• Assign from Product - The Assigned To fields default to the Assigned To values of the Primary Product, selected on the Main Tab of the Lead Maintenance form. The Product's Assigned To fields are maintained in CRM > System > Product Setup, Internal tab.

The Dates frame includes all the fields that capture the applicable dates, such as when the Tender is Due and the Date Closed. You can also specify the reason if the Lead is Lost, enabling you to improve the steps involved and improve the overall process.

On this tab, you can also indicate who your Competitors are, and Resources required for the Lead.

Source

The source identifies the origin of the Lead. It can be a campaign, in which case you will also select the Campaign on the Main tab. Select the source of the Lead from the dropdown list. The list contains all the Lead Sources entered during maintenance of the Lookup field.

Rating

Select the Rating from the dropdown list. The Lead Rating is maintained in CRM > System > Utilities > Maintain Lookups, select Lead Rating from the list of Lookup fields.

Referred By

If applicable, enter the Name of the person who referred you. This field is an open text field and can contain up to 30 alphanumeric characters.

Reseller

Select a Reseller from the dropdown list. The list of Resellers consists of all the Organisations that have been defined with the Relationship of Reseller. You can also update the Assign To fields using the buttons located below.

If selected, the values are updated with the detail selected the Organisation, or the Primary Product (defined in Product Setup).

Territory

Sales areas are referred to as Territories. Select the Territory from the dropdown list. You can also update the Assign To fields using the buttons located below.

If selected, the values are updated with the detail selected the Organisation (Internal tab), or the Primary Product (defined in Product Setup).

Sales person

This field represents the salesperson that is assigned to the Lead. Salesperson defaults as:

• Salesperson linked to User in User Preferences
• Salesperson linked to Organisation in Organisation Maintenance
• Salesperson linked to CRM Product and CRM Product is selected as Primary Product on Main tab of Lead Maintenance

You can update Sales person as required through any of the following:

• Select the Sales person from the dropdown list. The dropdown list of Sales people contains the Sales people defined in Accounts Receivable/CRM.
• Assign Sales person from Organisation using the Assign from Organisation button to change the default.
• Assign Sales person from CRM Product using the Assign from Product button to change the default.

Sales Team

The Sales Team represents a group of people who are assigned to the Lead. The teams are defined in CRM > Relationships > Teams and consist of the CRM users assigned to the Team. Select the Sales Team from the dropdown list or Assign the Sales Team from Organisation or Assign the Sales Team from CRM Product.

Sales Manager

Select the Sales Manager assigned to this Lead from the dropdown list or Assign Sales Manager from Organisation or Assign Sales Manager from CRM Product.

Opened By

Select the CRM User that opened the Lead from the dropdown list containing all the Users. Users are maintained in Greentree Financials, select System > Utilities > User Maintenance.

Closed By

Select the CRM User that closed the Lead. The dropdown list contains all the Users. Users are maintained in Greentree Financials, select System > Utilities > User Maintenance.

Competitors

You can indicate who your competitors are for this specific Lead. Select an Organisation from the dropdown list in the Organisation column. This list contains all the Organisations in the CRM database. You can enter comments against the Competitor in the Detail column. Up to 200 alphanumeric characters can be entered. You can select multiple Competitors.

Date Obtained

Enter the date that you obtained the Lead.

Date Tender Due

If the Lead involves a Tender process, enter the date that the Tender must be delivered.

Date Expected

Enter the date that you expect to have the Lead followed-up and completed. This is a planned Date.

Date Closed

Enter the Close date for the Lead.

Won/Lost

A Date and Reason for either winning or losing the Lead can be entered. - Enter the date that the Lead was either Won or Lost. - Select a Reason for winning or losing the Lead from the dropdown list.

Lost To

If the Lead was lost, enter the company that it was lost to. The dropdown list contains all the Organisations on the CRM database. Select the Organisation. The additional text field enables you to enter any applicable text, either on losing the Lead or on the Organisation that you lost it to.

Enter up to 30 alphanumeric characters.

Resources Required

You can indicate who the internal Role Players are. Your company and employees must be set-up as an Organisation and Contacts, allowing you to indicate who will participate on the Lead. This is required because not all the employees will have access to CRM and be defined as a User in the CRM database.

If you contract the services of an external person, such as a consultant, you can also select this person from the list of Contacts.

If the Role Player is outside of your company, but contracted on behalf of your company, select them as an Internal Role Player. This list contains all the Organisations in the CRM database. You can select multiple Resources. You can enter comments against the Role Player in the Detail column, such as defining what their Role entails.

You can enter up to 120 alphanumeric characters.

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