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This session kicks-off our Essentials track. Autotask's CRM is the foundation for all other areas in Autotask. The session will help you navigate the import tool and understand the relationship between Accounts and Contacts. It will introduce Opportunities that track your sales potential in Autotask. This session will review the following Autotask features: Account & Contact Import- Account & Contact Relationships - Opportunities [Presenter: Hannah Arnold, Autotask & Moderator: Katee Cufari, Autotask]
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From Import to Opportunity:
Unlocking Autotask CRM
Hannah ArnoldSales Engineer
Autotask Corporation
With Autotask for 1½ years Previously a Business Development Rep (Italy and Australia).
Session Goal
Provide you with a basic understanding of the Autotask CRM tool
Learn how to effectively use Autotask to engage with Customer Base and manage Active Opportunities
Show you some simple tips and tricks
Agenda
ACCOUNT MANAGEMENT: customer baseAccount Detail Wall View
OPPORTUNITY MANAGEMENT: new businessCRM DashboardCreating and nurturing of active Opportunities
Q&A
Account
ContactContactContact Contact Contact Contact
OpportunityOpportunity
Opportunity
ACCOUNT MANAGEMENT in Autotask
Creating Accounts & Contacts Fields Import Workflow Policies Local Terms and Symbols
Managing Accounts Action Types Working with To-Dos & Notes
Go to Autotask
RECAP: ACCOUNT MANAGEMENT[Creating Accounts & Contacts]
Fields Best Practices:
Configure for growth but keep it simple Create user defined fields (UDFs)
Import Best Practices:
Ensure configuration is as complete as possible Use the system report to export existing accounts Import a small test group (1 account , 2 contacts) to test
Action Types Best Practices:
Carefully consider where the Action Type should appear (Calendar, To-do or both)
Remember the Action Type is used on Account, Contact and Opportunity
Working with To-Dos & Notes Remember:
To-Dos become Notes when complete Notes can be applied an Account, Contact and Opportunity
RECAP: ACCOUNT MANAGEMENT[Managing Accounts]
Agenda
ACCOUNT MANAGEMENT: customer baseAccount Detail Wall View
OPPORTUNITY MANAGEMENT: new businessCRM DashboardCreating and nurturing of active Opportunities and Quotes
Q&A
Account
ContactContactContact Contact Contact Contact
OpportunityOpportunity Opportunity
OPPORTUNITY MANAGEMENT in Autotask
Manage the sales cycle through Creation of Opportunity and Quotes
Opportunities Data records that
track revenue you expect to earn in the future
Quotes Documents that
contain price proposals for specific products and services to put in front of customers
Opportunity
Quote
Configuring the Sales Cycle Creating Opportunities Creating Quotes
Working with the Dashboard Security Advanced Fields
Reporting on the cycle
Go to Autotask
OPPORTUNITY MANAGEMENT in Autotask
Creating Opportunities Stages
Best Practice: Keep it simple Configure based on steps you want to track Clearly define and document in KnowledgeBase
Favourites Best Practice:
Create for individuals, product/service line and promotions Establish a naming convention
RECAP: OPPORTUNITY MANAGEMENT[Configuring the Sales Cycle]
Security Best Practice:
Create Sales Manager license to adjust Dashboard view
Advanced Fields Best Practices
Label with revenue streams that compose the opportunity amount
Utilise to track company goals for specific revenue streams
Activate only those Sales Quota Performance Metrics you need to support revenue streams
Fill in Sales Quotas for revenue stream goals
RECAP: OPPORTUNITY MANAGEMENT[Working with the Dashboard]
Reporting
How many opportunities are about to close? CRM > Reports > Sales Stage Analysis
What did I close last month, quarter, year? Admin>New LiveReports Designer> Systems Reports>
Opportunities> Opportunity Detail What is my best lead referral?
Admin>New LiveReports Designer> Systems Reports> Opportunities> Opportunities by Lead Referral
RECAP: OPPORTUNITY MANAGEMENT[Reporting on the Cycle]
Hannah ArnoldAutotask [email protected]
