Tigerpaw University

Course No. SALMGR01 - Managing the Sales Department

What you will learn - and why

Effective management of the sales department is a complex responsibility. Sales reps must enter information according to marketing codification desires, set follow-up, record notes, and manage the follow-up in a timely manner. The sales manager must be able to monitor these activities to insure compliance. In addition, sales are the result of capitalizing on an opportunity and these opportunities and quotes must also be entered and managed properly. The attendee will learn what information can be retained for an account and contact, how this relates to effective marketing and measurement, and how to accurately forecast sales based on past performance, current opportunities, and prepared quotes.

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Lecture Titles - Class 1

Setting up sales management tables

Setting system-wide sales-related options

Using accounts to maintain prospect and customer information

Reviewing information that can be retained for an account and contact

Using custom account and contact fields

Maintaining accounting information for an account

Using the 'type' code

Codifying accounts and contacts (profiles, groups, SIC codes)

Tracking all contact information - the account journal and journal list view

Understanding marketing fields

Assigning multiple accounts to a group using the account list view

Processing groups of accounts and prospects (group email, fax, word merge)

Using email addresses and emailing

Using Backtrack to recall accounts

Using the Data Miner

Scanning and linking documents

Using custom folders

Using workflow to manage sales

Using the workflow list view

Using activities to reduce administrative time

Understanding the activities list view

Using email templates

Using the knowledge base for sales and competitive information

Auto-dialing a phone number

Merging to Word (single letter)

Scheduling tasks and appointments

Using the task list view

Using the calendar for scheduling appointments

Using views to generate queries and lists

Duplicating contacts

Using the Outlook Inbox feature

Synchronizing Tigerpaw contacts and appointments with Outlook

Analyzing key sales management monitoring reports

Assignment: Using the sample database, add, delete, and modify accounts and contacts. Update account codes. Create and process one activity and one workflow event. Create follow-up appointments and to-dos, and use the calendar function to perform follow-up and update the account journal. Run the ScoreBoard reports for follow-up and new account activity. If implementing, create the sales tables, enter the system-wide options, and get the system ready for sales rep data entry.

Lecture Titles - Class 2

Understanding the price book

Understanding pricing levels

Understanding taxing considerations

Reviewing customer inventory

Understanding the A/R customer number

Retaining credit card information

Preparing quotes

Creating and using quote templates

Using assemblies/kits on a quote

Using labor hours on a quote

Using quote templates

Using discounts on a quote

Using billing

Using shipping

Using manager approval function

Using status changes to manage workflow

Forecasting sales

Creating and managing opportunities

Emailing quotes

Using work orders

Using the work order list view

Filling from inventory

Understanding invoicing from a work order

Posting invoices to update the database

Using the invoice list view

Understanding credit memos

Using the credit memo list view

Emailing an invoice

Creating a service order from a quote

Using follow-up tasks (alarmed) for a quote

Using the quote list view

Using views to generate queries and lists

Analyzing key sales management monitoring reports

Assignment: Using the sample database, create and modify a quote using price book items already created, and email it to yourself. Create a quote approval workflow assignment and process it. Work order a quote, and then invoice it. Create an opportunity record, and then create a quote for the opportunity. Change the opportunity to Stage 2. Use the reports to review opportunities, quotes, work orders, and invoices.

If implementing, create the quotes tables, enter the system-wide options, update the price book with items you sell, and create the workflow events.