1 . Easy To Use And Manage : If it ’ s cumbersome , clunky , slow , or user-unfriendly , you and your team just won ’ t use it . Period . Choose one that makes it easy to create and manage opportunities !
2 . Gives Visibility To The Whole Sales Team : If your salesperson is “ managing ” their opportunities in a spreadsheet , on Post-it Notes , or even on a piece of scrap paper , they ’ re not managing the opps . And YOU are not managing them as a salesperson . Get it into a system that allows everyone to know what ’ s going on with all opportunities .
3 . Automation : A good opportunity management tool will do automation to keep you from neglecting your leads . At a minimum , it should alert you and the owner of the opportunity if a deal is starting to rot ( i . e ., has been sitting stagnant for longer than 25 days ) so that you can revive it .
4 . Robust Reporting Capabilities : You should be able to easily pull both historical reports and forecasting reports for criteria such as product / service , opportunity owner , revenue , loss reason , sales stage , time to close , person type , etc . It should also integrate or be a part of your CRM so you can attain closed-loop reporting for sales from specific marketing campaigns .
By effectively managing your opportunities , you will be able to stay on top of follow-up , recognize “ rotting ” before it goes sour , and better manage your sales team , which will expedite the close and increase your overall close rate . Let ’ s take a look at how this directly affects the bottom line .
A Look At The Numbers
MSP Averages New Leads : 72 ( 6 per month ) Appointments Sat : 35 ( 48 % of leads end up in appointments ) Proposals Generated : 24 ( 69 % of appointments end up in proposals ) Closed Deals : 12 ( 50 % of proposals are won ) Average 1st Year : $ 25,119.32 Total Annual Payout : $ 301,431.84
In the past few months , we ’ ve looked at how to get more leads , more sat appointments , and more proposals generated ( and the specific ways to do so ). This month , we do a final increase by improving the number of closed deals by better managing your opportunities . Let ’ s take a final look at our new numbers that you could have if you were to automate parts of your sales and marketing .
Increase Number Of Set Appointments , Sat Appointments , Proposals Generated , And Closed Proposals With Tools And Automation
New Leads : 86 — Can increase by 20 % by automating the follow-up .
Appointments Sat : 58 ( 68 % of leads ) — Can increase by 20 % by using appointment booking software .
Proposals Generated : 44 ( 75 %) — Can increase by 6 % just by streamlining your sales process and wowing your leads .
Closed Deals : 25 ( 55 %) — Can increase by a minimum of 5 % by using a good opportunities management tool as recommended in this article . Average 1st Year : $ 25,119.32 Total Annual Payout : $ 602,863.68 We have DOUBLED the total annual payout just by making small improvements to your processes and by allowing automation to do much of the heavy lifting in keeping your leads and opportunities alive .
We use and highly recommend Infusionsoft by Keap ’ s Opportunities Module . It is an additional module that you can add onto your existing Infusionsoft . It will be the tool to help you manage your pipeline better to get more closed deals . But don ’ t listen to me ; hear it from your peer .
“ The Infusionsoft Opportunities Module is the cornerstone of our sale management toolkit . Not only has it been one of the drivers to increase our first-time appointments , but it also allows our entire team to know exactly what the status is of all our HOT LEADS / opportunities . Both our CEO and I view and act on these reports daily . We always know exactly what is going on with our HOTTEST prospects , and it allows us to have a laser focus on what is most important in our pipeline . We can provide proactive support to our sales team in order to do what is needed to close these accounts in a timely fashion , and our close rate is increased because of the visibility we have into our opportunities ! I don ’ t know what we would do without the Infusionsoft Opportunities Module !”
– Jim Bryce , client solutions manager at Debian IT and last month ’ s Genius of the Month
If you ’ re a current Infusionsoft by Keap client and want more information on adding the Opportunities Module to your Infusionsoft , check out a demo that we created . Go to the Dashboard , under the Infusionsoft CRM tab , then go to Infusionsoft Program , and click NEW “ Robinized ” Opportunities .
If you don ’ t have Infusionsoft by Keap and want to learn more about automating your marketing and streamlining your sales process with it , email Kim at Kim @ TechnologyMarketingToolkit . com . n
Bio
Allison Foelber is the VP of Automation and self-proclaimed “ Infusionsoft Nerd ” at Technology Marketing Toolkit , where she helps clients leverage the marketing automation power of Infusionsoft by Keap to organize and get a handle on their sales and marketing process so they can move prospects through the sales funnel faster . She can be reached at Allison @ TechnologyMarketingToolkit . com .
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