The Sales Opportunities report is split into two tabs at the top of the screen, Aged and
Statistics. The Aged tab provides sales team managers with a list of all customers that have
contacted the dealership within a specified time frame that have been updated with contacts
flagged as ‘Opportunities’ within the CRM parameters. In this way, managers can quickly and
efficiently highlight the customers that represent genuine opportunities for the business.
This report can be found within CRM > Sales Reports > Activity > Sales Opportunities.
In the Aged Tab, opportunities can be displayed by department or by salesperson if required – the user then has the option of ageing the opportunities into age bands using the three ‘End Date’ fields on the
screen.
Once the search criteria have been completed as required, select the “Create” option to
generate the report in the lower half of the screen.
The report displays with a summary section; detailing the total opportunities within each age
band. Each band is then displayed separately within the report – including the details of the
customer, the salesperson, the desired vehicle (if completed). The date on which the
opportunity was created and the date of the last contact are also displayed, along with the
customer status and the date upon which the next follow up is planned.
Each record displayed on the Sales Opportunities report can be accessed via a double click,
allowing for ease of updating the CRM record. Each CRM record is clearly flagged as being an
opportunity:
This information appears at the top of the CRM record and is visible to all users accessing the
record within the business.
A “Close Opportunity” button is available at the bottom of the report which enables the sales
leaders to review the outstanding Sales Opportunities and manually remove customer
prospects from the aged report. To do this, single click a customer on the report to highlight the
prospect and click the “Close Opportunity” button. Access to close opportunities is normally
restricted to sales leaders which are controlled by the CRM access level to close opportunity
parameter in dealer parameters.
The aged sales opportunity report can either be exported into Excel using the “Export” button
or physically printed using the “Print” button.
The second tab at the top of the Sales Opportunities Report is Statistics.
This report is used to gain meaningful statistics driven by contact history entries recorded on
the system within the date range specified. Once the date range has been completed (up to a
maximum of 31 days), select “Create” to generate the report. The Report allow users to view
percentage conversion rates as well as the ratios currently available by selecting from the
dropdown, view contacts made that are not opportunities and the ability to print an action plan
per sales person. The report is also exportable.