As part of the CRM offering of Exact Online, a Sales Force Automation (SFA) module and Quotation module are under development. The SFA module supports registering and following-up of leads, prospects and opportunities, the Quotation module supports creating, sending and processing of official sales quotations. In this first post about these new modules a quick introduction to the functionality.
A lead is a, mostly unknown, person who was referred to you by another person, or has expressed interest in products you are selling. After creating the lead, all involved activities and communication can be registered and is directly accessible from the lead card.
The process involves collecting more information about the person and the company he/she works for. When several (pre-defined) stages have been passed and sufficient information has been gathered the lead can be converted to an account, contacts, and (optionally) an opportunity.
Opportunities registered in Exact Online help you to efficiently track and close a sales deal. Opportunities can be used to follow your standard company process, strategize against competition, record your actions and other notes and more. They can be created newly or they can be converted from leads.
The opportunity card shows you all general and contact information relevant for the opportunity. From the card activities can be started and followed up and quotations can be created. Opportunity based reports are available to analyze and improve the process and to forecast revenue.
Somewhere in your sales process your potential customer hopefully want to receive a quotation for the products he/she is interested in. A quotation can be entered manually or generated from an opportunity.
After entering the products, quantities, and prices, the quotation can be printed on paper or sent electronically by e-mail. Based on the customer’s response, the quotation can be accepted, rejected, or a new version can be created. For accepted quotations an invoice can be generated.
From the standard Sales cockpit or a personalized “My cockpit” actual and relevant information is directly displayed to the user.
Fast and Easy
Exact Online modules are designed to be simply implemented. This means that for the SFA and Quotation modules, default master data and layouts are available.
Both modules have gone through a controlled release phase. The modules were well received and feedback was very positive. Currently the last modifications based on feedback are being implemented before becoming commercial available in September. At Exact internally, the SFA module is being used by the Dutch and Belgium sales departments of Exact Online.