PeopleSoft Enterprise Sales 9.1 PeopleBook

Managing Leads and Opportunities

This chapter discusses how to:

Search for leads and opportunities.
Manage leads and opportunities on the search page.
Manage a lead or opportunity by using summary information.
View call reports for a lead or opportunity.
Maintain profile data for a lead or opportunity.
View history for a lead or opportunity.

Searching for Leads and Opportunities

This section discusses how to search for existing leads and opportunities.

Pages Used to Search for Leads and Opportunities

Page Name	Definition Name	Navigation	Usage
Search Leads	RSF_LEADS_HOME_GRD	Sales, Search Leads, Search Leads	Search for leads.
Search Opportunities	RSF_OPP_HOMEPAGE	Sales, Search Opportunities, Search Opportunities	Search for opportunities.

Searching for Existing Leads and Opportunities

Access the Search Leads (Sales, Search Leads, Search Leads) page or the Search Opportunities (Sales, Search Opportunities, Search Opportunities) page.

Note. The search pages for leads and opportunities are similar. Although the following example shows the Lead component, the information applies to both leads and opportunities.

Prospects as well as Customer Data Model (CDM) customers are listed in the search results.

Important! The fields that appear in the results grid are determined by the list action that you select and not by the configurable search pages.

Appears when the Convert Lead to Opportunity business process is running for the listed lead.

See Sales Delivered Business Processes and Web Services.

List Actions

Select an action that you will perform using the list. The fields that appear in the list change to reflect the action you select. For example, you can change priorities, change the sales representative assignment, and reject or accept leads on the search page.

Show in Results

Select the following check boxes to specify the leads or opportunities that appear when you perform a search.

Note. The search fields that are available in the Search section and the check boxes that are available in the Show in Results section depend on how you configure the search pages for leads and opportunities.

See Configuring Search Pages.

Leads as Added by User	Select to display leads that you added.
Leads as Cust Account Owner (leads as customer account owner)	Select to display leads for customers whose accounts you own.
Leads as Cust Account Member (leads as customer account member)	Select to display leads for customers on whose accounts you are a team member.
Leads as Manager	Select to display leads that are assigned to a sales representative that you manage. The territory tree determines the sales representatives that you manage.
Leads by Partner Manager	Select to display leads associated with a specific partner manager.
Leads as Owner	Select to display leads for which you are the primary sales representative.
Leads as Partner Account Owner	Select to display leads that have a partner whose account you own.
Leads as Partner Acct Member (leads as partner account member)	Select to display leads that have a partner on whose account you are a team member.
Leads as Site Account Owner	Select to display leads that are for a site for which you are the account owner.
Leads as Site Account Member	Select to display leads that are for a site for which you are an account member.
Leads as Task Owner	Select to display leads that have a task that is assigned to you.
New Leads as Owner	Select to display new leads for which you are the primary sales representative.
My New Leads Since Last Viewed	Select to display new leads that have been added since the last time you viewed the search page.
Leads as Parent Account Team	Select to display leads for specific customers for which you are a member of the parent account team.
Leads as Team Member	Select to display leads for which you are a team member.
Leads as Team Member Manager	Select to display leads for which you are the team member manager.
Unassigned Leads	Select to display unassigned leads.
Unassigned Leads by Bus Unit (unassigned leads by business unit)	Select to display unassigned leads sorted by business unit.

Managing Leads and Opportunities on the Search Page

This section discusses how to:

Prioritize leads and opportunities.
Change the sales representative assignment.
Reject or accept leads.
Update the forecast for opportunities.
Update the sales stage for opportunities.

Note. The search pages for leads and opportunities are similar. Although the following example shows the Lead component, the information applies to both leads and opportunities.

Pages Used to Manage Leads and Opportunities

Page Name	Definition Name	Navigation	Usage
Search Leads	RSF_LEADS_HOME_GRD	Sales, Search Leads, Search Leads	Manage leads.
Search Opportunities	RSF_OPP_HOMEPAGE	Sales, Search Opportunities, Search Opportunities	Manage opportunities.

Prioritizing Leads and Opportunities

Access the Search Leads (Sales, Search Leads, Search Leads) page or the Search Opportunities (Sales, Search Opportunities, Search Opportunities) page.

To prioritize leads and opportunities on the search page, select Prioritize Leads in the List Actions field.

Lead Rating

Indicates the degree—Hot, Warm, or Cold—of the customer's interest or the potential for making a sale.

Define rating values on the Lead Ratings page.

See Setting Up Lead Ratings.

Revenue

Enter the revenue for the lead.

Priority

Select a priority to indicate the urgency of handling this opportunity. Priority values are translate values.

Note. If the lead has been converted to an opportunity, you cannot change the rating, revenue, or priority for the lead.

Changing the Sales Representative Assignment

Access the Search Leads (Sales, Search Leads, Search Leads) page or the Search Opportunities (Sales, Search Opportunities, Search Opportunities) page.

To change the assignment of sales representatives on the search page, select Review Assignment in the List Actions field. Select a different person in the Sales User field as the new sales representative of the corresponding lead or opportunity.

Rejecting or Accepting Leads

Access the Search Leads page (Sales, Search Leads, Search Leads).

To accept or reject leads as a sales representative, select Accept/Reject Leads in the List Actions field.

Accept/Reject	Select whether to accept the lead. Values are Accepted, Rejected, and Turnback.
Rejection/Turnback Reason	Select a reason for rejecting or turning back the lead.

Updating the Forecast for Opportunities

Access the Search Opportunities page (Sales, Search Opportunities, Search Opportunities).

To update forecast information for opportunities, select Update Forecast in the List Actions field.

Revenue

Enter the amount of revenue that is anticipated from the sale.

The system displays arrows in the column to the left of the Revenue column. An upward-pointing green arrow signifies that the revenue has increased, and a downward-pointing red arrow signifies that the revenue has decreased.

Est. Close Date (estimated close date)

Enter a date that the system uses to determine whether to include the opportunity in the pipeline or forecast based on the time period that is specified for that pipeline or forecast.

The system displays arrows in the column to the left of the Est. Close Date column. A right-pointing green arrow signifies that the estimated close date has changed to an earlier date, and a left-pointing red arrow signifies that the estimated close date has changed to a later date.

Forecast Amount

If you have created a forecast for the opportunity, the system displays the forecast amount.

Updating the Sales Stage for Opportunities

Access the Search Opportunities page (Sales, Search Opportunities, Search Opportunities).

To update sales stages for opportunities, select Update Sales Stage in the List Actions field.

Sales Stage

Select the current stage of the sales process for the opportunity. The system populates this drop-down list box with values that are based on the specified sales process.

Set up sales stages on the Sales Process page.

See Setting Up a Sales Process.

Managing a Lead or Opportunity by Using Summary Information

This section provides an overview of the Summary page in the Lead and Opportunity components and discusses how to manage a lead or opportunity on the Summary page.

Understanding the Summary Page in the Lead and Opportunity Components

The Summary page in the Lead component and the Opportunity component enables sales representatives and managers to view high-level information for a lead or opportunity. The Summary page displays the sales stage, forecast (for opportunities), contacts, call reports, products, competition, tasks, notes, sales team, and quotes. In addition, the page displays links that you can click to access a page with detailed information for the particular type of data that you want to access.

You can configure the Summary page to meet your particular needs.

See Setting Up the Summary Page for Leads and Opportunities.

Pages Used to Manage a Lead or Opportunity by Using Summary Information

Page Name	Definition Name	Navigation	Usage
Lead - Summary	RSF_LEAD_SUMMARY	Sales, Search Leads, Lead - Summary	Manage a lead.
Opportunity - Summary	RSF_OPP_SUMMARY	Sales, Search Opportunities, Opportunity - Summary	Manage an opportunity.

Managing a Lead or Opportunity on the Summary Page

Access the Lead - Summary page (Sales, Search Leads, Lead - Summary) or the Opportunity - Summary page (Sales, Search Opportunities, Opportunity - Summary).

The Summary page appears in both the Lead and the Opportunity components. As delivered, the page contents differ slightly between the two components. You can modify the page contents in the Summary Page Setup component. Both prospects and CDM customers and contacts are displayed on the Summary page.

Note. The Summary page is not visible for Higher Education leads and opportunities.

Opportunity Summary

Forecast	Click to access the Forecast Summary section of the Discover page.
Sales Stage	Click to access the Sales Stage section of the Discover page.

Lead Summary

This information appears on the Lead - Summary page.

Lead Details

Click to access the Details section of the Discover page.

Click the customer name to access the Customer section of the Discover page.

If the lead source is Marketing Campaign or Telesales and the lead status is New or Open, this information appears in the Lead Summary section:

Marketing Activity.

Click this link to access the Campaign section of the Qualify page. From the Qualify page, you can view details of the Marketing activity that is associated with the lead. You can view marketing activity even if the activity end date is past, as long as the end response date is greater than today's date.
Call to Action.
Offer Description.

Common Summary Information

This information appears on both the lead summary and the opportunity summary.

Contacts	Click the link for an existing contact or click the Add Contacts link to access the Contact section of the Discover page.
Call Reports	Click the link to an existing call report or click the Add Call Report link to access the Call Reports page.
Notes	Click the date-time link for an existing note or click the Add Notes link to access the Notes page.
Team	Click the link for an existing team member or click the Add Team link to access the Assign page. Note. As delivered, this section appears on the opportunity summary only.
Products	Click the date-time link for an existing product or click the Add Products link to access the Propose page.
Competition	Click the link for an existing competitor or click the Add Competition link to access the Qualify page, where you can add competitors.
Tasks	Click the date-time link for an existing task or click the Add Tasks link to access the Qualify page, where you can add tasks.
Quotes	Click the date-time link for an existing quote or click the Add Tasks link to access the Tasks page. Note. As delivered, this section appears on the opportunity summary only.

Higher Education for Sales

Viewing Call Reports for a Lead or Opportunity

This section discusses how to view call reports for a lead or opportunity.

See Also

Understanding Call Reports

Pages Used to View Call Reports for a Lead or Opportunity

Page Name	Definition Name	Navigation	Usage
Lead - Call Reports	RSF_CALL_RPTS	Sales, Search Leads, Lead - Call Reports	View and add call reports for a lead.
Opportunity - Call Reports	RSF_CALL_RPTS	Sales, Search Opportunities, Opportunity - Call Reports	View and add call reports for an opportunity.

Viewing Call Reports for a Lead or Opportunity

Access the Lead - Call Reports page (Sales, Search Leads, Lead - Call Reports) or the Opportunity - Call Reports page (Sales, Search Opportunities, Opportunity - Call Reports).

Note. The Call Report pages for leads and opportunities are the same. The following example shows the Opportunity - Call Reports page.

Click the link for an existing call report to view and modify the call report detail, or click the Add Call Report button to create new call reports.

See Also

Working with Call Reports

Maintaining Profile Data for a Lead or Opportunity

This section discusses how to maintain profile data for a lead or opportunity.

Pages Used Maintain Profile Data for a Lead or Opportunity

Page Name	Definition Name	Navigation	Usage
Lead - More Info	RSF_PROFILE	Sales, Search Leads, Lead - More Info	Maintain profile data for a lead.
Opportunity - More Info	RSF_PROFILE	Sales, Search Opportunities, Opportunity - More Info	Maintain profile data for an opportunity.

Maintaining Profile Data for a Lead or Opportunity

Access the Lead - More Info page (Sales, Search Leads, Lead - More Info) or the Opportunity - More Info page (Sales, Search Opportunities, Opportunity - More Info).

This page displays profile fields and information that are specific to the lead or opportunity.

See Also

Profile Enablement

Understanding Profiles

Viewing History for a Lead or Opportunity

This section discusses how to view the history for a lead or opportunity.

Pages Used to View History for a Lead or Opportunity

Page Name	Definition Name	Navigation	Usage
Lead - History	RSF_LE_HISTORY	Sales, Search Leads, Lead - History	View a history of system actions regarding a lead.
Opportunity - History	RSF_OPP_HISTORY	Sales, Search Opportunities, Opportunity - History	View a history of system actions regarding an opportunity.

Viewing History for a Lead or Opportunity

Access the Lead - History page (Sales, Search Leads, Lead - History) or the Opportunity - History page (Sales, Search Opportunities, Opportunity - History).

Note. The History page appears in both the Lead component and the Opportunity component. Although the following example shows the Lead component, the information applies to both leads and opportunities.

<Lead/Opportunity> History

This section lists the history of changes, such as status update, rating update, change in opportunity sales stage, change in customer due to data merge (if CDH integration is enabled), or reassignment of territory or sales representative that have happened to the current lead or opportunity.

Related Objects

This section lists objects that are related to the lead or opportunity, such as the associated opportunity if the current lead was converted to an opportunity, or the original lead if the current lead was a cloned object.

Interaction History

This section lists interactions (such as email messages or other correspondence) that are related to the lead or opportunity.