How to Manage Sales Leads with Sales Lead Workflow
A Contractors Guide for Field Service Businesses and Salespeople
We are often asked about the intended flow of the Sales Opportunity Manager. This feature was designed to help you manage, track, and report on sales leads. If you need to know how to use the sales lead management features in Total Office Manager, please check this help topic first. It will open in a new Window. You can always come back to this article later.
Sales Lead Workflow
This sales lead and sales call flow is subjective and not all field service companies will agree on any certain way to manage sales leads in a contracting business. Managing sales leads can also vary by staffing, at any moment. That’s why we teach each individual piece of the software program’s sales lead management system and let the user decide what the sales workflow will be.
Managing Sales Leads
Here is my sales lead or sales opportunity workflow.
A call or email comes in with a prospect wanting a price:
- The person answering the phone or email enters a Sales Opportunity and assigns it to a salesperson. The salesperson notices the lead on the mobile device and contacts the prospect to schedule an appointment. The Custom Service Representative (CSR) only fills out the bare minimum. You establish Required Fields in Preferences.
- If a service technician creates the opportunity, they use the My Employee Leads feature in Aptora Mobile II, our Field Services Industry mobile app. They might assign the lead to a salesperson or to a CSR, who would then assign the correct salesperson. Your choice.
- The salesperson contacts the prospect and makes an initial introduction. They enter an appointment (this could have also been done by the person that answered the phone). There is a shortcut from the Sales Opportunity from both Total Office Manager and Aptora Mobile II.
- While at the prospect’s location, the salesperson completes the rest of the Sales Opportunity, including Qualification questions and or Profile questions.
- From the Sales Opportunity, the salesperson creates one or more estimates. They may also use the My Flat Rate Book to offer a sales presentation. A sub-customer is not created unless the sale is made.
- If the sale is made, a sub-customer is created by the office and the estimate is switched to that sub. Other records, such as the original appointment, might be changed to the new sub. That sub is used for all subsequent selections. The name of the job (sub) is determined by the office, using an established naming convention of your choice.
- The process of ordering and scheduling for this job now begins. This is usually done by the office.
Sales Leads in the Mobile App
When an estimate is created from a sales opportunity in Aptora Mobile II, the estimate is not selected automatically within that sales opportunity. That is a Total Office Manager only capability. Of course, that capability can be added (and we likely will) but Aptora Mobile II was not meant to match Total Office Manager’s capabilities. It will always fall short of Total Office Manager’s capabilities.
Sales Lead Related Help Topics
Sales Opportunity Manager Help Topic
Sales Lead Related YouTube Videos
These YouTube videos explain the sales lead workflow process. They will open in a new browser window. Please click here to go to our YouTube Channel. We have hundreds of videos. Please ‘Like’ and ‘Subscribe’ to our YouTube Channel. When you subscribe to our YouTube Channe, YouTube notifies you when we add new videos.
Sales Opportunity Manager – Full Webinar
YouTube Video: Sales Opportunity Manager Reminders on Status Bar
YouTube Video: Creating a Sales Opportunity in Aptora Mobile II
About Our YouTube Channel
Your Ultimate Destination for ERP and Field Service Contractor Software – Aptora
At Aptora, we’re more than just software developers; we’re contractors building software for contractors. Led by James R. Leichter, affectionately known as Mr. HVAC, our mission is clear: to revolutionize the field service management industry with TRUE all-in-one software. Unlike our competitors who claim to be all-in-one but rely on QuickBooks for essential functions, Aptora offers a comprehensive ERP solution designed to meet all your business needs, from accounting to workflow management. Think of it as QuickBooks on steroids, minus the clunky add-ons.
With over 27 years in the business and unparalleled expertise in the HVAC industry, Aptora sets itself apart by delivering purpose-built software that contractors would create themselves. Our YouTube channel is dedicated to educating business owners and managers like you.
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