Opportunities App in Apptivo allows you to add the sales stages for the Opportunities. When a lead becomes an Opportunity, multiple steps are carried out to convert it into a customer. Gaining knowledge of the different stages will be very useful in determining the next course of action.
Different Sales Stages
Apptivo offers pre-defined sales stages in the Opportunities App.
- Prospecting - This stage refers to the businesses or people who are interested in your Product.
- Qualification - An Opportunity moves to this stage if the clients are willing to buy the product and have the necessary resource to initiate the purchase.
- Needs Analysis - It denotes identifying the queries of the clients and providing solutions to it. This stage is very important as it will reduce the risk of objections in the subsequent stages.
- Value Proposition - In this stage, you discuss the value of the Product. You can use this to create a clear idea of the product’s value.
- Identified Decision Makers - You can use this stage if all the key decision-makers are identified.
- Perception Analysis - In this stage, the value of your product from the client’s perceptive is analyzed.
- Proposal/Price Quote - After the perception analysis, a proposal is prepared for the client in this stage.
- Closed Won - An opportunity reaches this stage if the deal is finalized.
- Closed Lost - An opportunity reaches this stage if the deal is lost.
Operation of Sales Stages
- Go to Settings in the Opportunities App → Opportunities → Sales Stage.
- You can see the list of sales stages pre-defined in Apptivo. You can select create to add a new sales stage.
- Here, you can add the name, description and chart color of the sales stage.
- Stage-Gate Management: This feature allows you to decide when Opportunities can enter a particular stage(Entry Criteria) and move to the next stage (Exit Criteria).
- If there are no criteria, then the Opportunities can enter and leave a particular stage without any conditions.
Entry Criteria
Let us consider creating the Entry criteria for the Generate Customer Referrals stage.
- Here, I have set the entry criteria for this stage as Type = Existing Customers. Now, when an Opportunity is to be moved to the Generate Customer Referrals stage, then the type should be an existing business.
- If not, the sales stage will not appear for the Opportunity.
Exit Criteria
You can set conditions during which an opportunity can move to the next stage.
- Here, the criteria are set to move to the next stage only if the probability equals 45. Now, when an Opportunity is to be moved to another stage from the Generate Customer Referrals stage, then the probability should be 45%.
- If not, the sales stage cannot be modified for the Opportunity.
Operation Override
Every sales stage has a pre-defined probability set. You can modify it from the settings if required. If a probability is modified by editing the record, then you can prompt to add a note asking the reason for the modification. This can be achieved by enabling the Required note for probability override toggle.
- Once enabled, the employee will be prompted to add a note if the Probability is changed.
- Here, the pre-defined probability is 100. When it was changed to 30, a prompt to add a note is generated.
- This will be added to the notes section of the record.
