Infusionsoft Opportunities (Part 2)
In the last post on opportunities, we took a high level view of what they are and why we should be using them. In this post, we’ll go into more detail with some examples on how you can improve your sales pipeline by configuring opportunities in Infusionsoft.
With a fresh Infusionsoft install licensed for Sales Processes, the default opportunity stages are set to New Opportunity, Working, Closing, Won and Lost, with only the first three set to “Active”. The New Opportunity stage is set to the “Default Stage”.
What does all this mean? Active sales stages prevents duplicate opportunities being created when you have a contact already in that stage. It’s useful if you have various ways of an opportunity being created (more on that later), or if you have more than one sales rep that works with contacts to lead them through the sales process. If a contact has a sales rep assigned and is in an active stage, another sales rep cannot create an opportunity with that contact.
The default stage is the selected stage when creating an opportunity manually, but it can be changed to any stage in the defined pipeline.
You might want to add stages into the sales pipeline. This is easily achieved by selecting CRM -> Settings -> Sales Pipeline, and creating a new stage.
The order number you enter will determine where it sits in the pipeline. It’s a good idea here to leave a few numbers free (e.g. 5, 10, 15) in between stages in case you need to add another stage in later.
Target # Days is how long you think it is appropriate for a contact to be sitting in this stage. This allows reporting on contacts that have sat in stages over the number of days specified, so either the rep can follow up themselves or they can be “prodded” to do so. Initially, you might need to set these to what you feel is right until your pipeline develops and you get a sense for what is appropriate.
The probablity is the likelihood of the opportunity turning into a sale at this stage of the sales process. Generally, probablity will get higher as the contact moves through the process. If you take advantage of the forecasting functionalty built into Infusionsoft, this number is used to weigh the potential value of an opportunity against its probablity to give you a value of your current pipeline. If someone enters your pipeline at the “New Opportunity” phase, you’d most likely assign the probablity quite low – perhaps 5 or 10%, as you really don’t know if the contact is even qualified. In the closing stage, the probabilty might be somehwere between 50% to 80% based on your closing rate. You’ll also build up a sense of this is your pipeline evolves.
Win & Loss Stages are not mandated by default, but I’d suggest you do require this in your pipeline. Add in the common reasons customers buy from you, or don’t buy from you. This will let you build up a picture over time of why certain reps/products are winning deals, and why they don’t. The reasons can be whatever you would like, and will appear as a drop down list when a contact is moved into the Won or Lost stage.
The various “Viewing Opportunites” options allow you to control who can view opportunities based on group membership and permissions. By default, sales reps will be able to view all opportunities, even if they are owned by another person. The last two options work together. “Sync Opportunity and Contact Owners” mean that whoever is assigned the opportunity owner will automatically be assigned as the owner for that contact. “Sync Onwer of Closed Leads” only takes effect when the first “Sync Onwer” setting is set to yes. It will also sign all closed leads to that same user. Most users can leave these set to the defaults.
The “Buy Now” settings are used when sales reps offer links as part of their contact with the prospect in the sales pipeline to buy specific products or bundles of products.
Join me for next week’s post where we’ll work through an example opportunity from start to finish.