Pipeline Opportunities
- Isabel Navarro
- Aliena Somers
Pathway: Sales > Pipelines > Opportunities
The Pipeline Opportunities tool is used to track and manage prospects who have received a proposal (unlike quotes, proposals exclude a signature section) and the potential revenue stream they would bring in.
Filter Types
Filtering options are available and narrow down what displays on the screen. Filter options include: Division, Sales Rep, and Account Class.
Filter Types | Descriptions |
|---|---|
Division | The division the account belongs to, usually determined by location. |
Sales Rep | The sales representative who is managing the account. |
Account Class | The account class type. |
Understanding the Pipeline Opportunities Grid
The Pipeline Opportunities grid breaks down prospect accounts by competitor and contract expiration and includes the monthly revenue amount each prospective account would bring in. Select a cell within the grid to view details for each of the prospect accounts it includes.
Click within a cell to view Opportunity details in the details section that populates below.
Grid Filters and Fields | |
|---|---|
Filter Options Filter options display as check boxes to the right side of the Pipeline Opportunities grid. | |
Open | Filters to display contracts with an Open status. |
Submitted To Client | Offers that have been submitted already. |
Proposal | Filters to display prospect accounts that have received a proposal. |
Order Form | Filters to display prospect accounts that have received an Order Form. |
Contracts/Service Agreements | Filters to display prospect accounts that currently have a contract or service agreement. |
Limit To New Business | Filters to only display new prospect accounts. |
Temporary | Filters to only display the short term prospect accounts. Short-term is identified by the Reason Code if the Reason Code’s setup has ‘Yes’ selected from the ‘Is Temp’ field in Setup > System > Reason Code (double click to open Edit Reason Code). |
Permanent | Filters to display prospect accounts that will have an on-going contract. |
Field Descriptions | |
Proposal ID | The identification number for the proposal. |
Site Name | The name of the prospect account. |
Next Step | This column uses icons to quickly identify next steps for the prospect account. Hover over the icon to display a next step popup.
|
Sales Rep | Indicates who the sales representative managing the account is. |
Monthly Rev. | Displays the monthly revenue amount the prospect account would bring in. |
Closing Date | The closing date of the external contract or services. |
Start Date | The targeted start date of the new contract. |
Probability | The probability or likelihood of closing on the prospect account. |
Format | The Form Format selected from the Quotes and Contracts section of the prospect account. Formats include: Order Form, Proposal and Service Agreement. |
Form Type | Indicates the new service proposed, or the change in service. |