Business prospecting in Axelor is managed from the CRM application, which will make it possible to manage a company’s various interactions with its prospects and customers, and to keep a history of them.
We will first focus on creating leads that will allow us to monitor the sales and marketing follow-up of new prospects.
A lead is a person/company interested in your products and services, with whom you are in the early stages of the business relationship. It can be someone who has filled out a contact form on your website, a participant in one of your marketing events, a person you met at a trade show… etc.
The creation of leads thus makes it possible initially to avoid adding prospects to the database if they prove to be inconclusive. If the lead is not interesting or does not succeed, it can be closed and then deleted or set aside for later contact (lead nurturing).
A lead has a status. When it was created, it was given the status “New”. You must then assign it to a sales representative or take care of it yourself. Once it has been assigned, you can then set it to “In progress” status by clicking on the “Start” button if you start processing it commercially.
If a lead is promising and the business relationship deepens, you can convert the lead to a partner and contact, then create an opportunity associated with the lead. By converting a lead, it turns by default into a partner type “Prospect”. The partner will only become a customer when his first order is validated (you can however manually transform it into a customer before if you wish).
If, on the other hand, a lead does not succeed, you can close it and indicate a reason for loss. Closed leads can be “recycled” if the business relationship is active again.
CRM will also make it possible to organize all your sales actions and keep a history of them to make your prospecting more efficient.
You will be able to create events in the CRM that are sales and/or marketing actions (calls, appointments, events, tasks) that can be linked to leads, partners or contacts. These events can be scheduled with the possibility of receiving reminders, and can be viewed on your calendars. On the profile of a prospect or customer you will be able to consult all the events related to them.
The field “Description” of the lead is important. It will make it possible to record the most relevant information about your trade and thus to have an accurate follow-up of all interactions with a prospect.
The principle is the same for the event description field, it will allow you to report a call or an appointment for example.
You can create an opportunity when a prospect (or a customer in a new sale) has expressed an advanced interest in your products/services, and you believe that a sale is possible.
Creating opportunities will allow you to track your potential sales, future or pending, by having a clear view of your sales pipeline because you can indicate for each opportunity the stage of progress, the estimated amount of the potential sale and a probability of realization.
You will be able to estimate your potential sales in the coming months thanks to the CRM dashboards.
From an opportunity you will also be able to generate quotations that are managed from the sales application.
When a quote is validated by a prospect, you can transform it into a confirmed sale order. If the quote is attached to an unconverted lead, the lead will automatically be converted to customer partner type when the sale order is confirmed.If the quote is attached to a partner of the prospect type, it will automatically become a customer when the order is confirmed.