The Medley Sales Cycle

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From “Home” click the Dashboards Tab

Find your Dashboard

• Click the drop down box to find your Dashboard

Refresh• Always Refresh you

DASHBOARD page before you get started.

HOW TO UPDATE THE MEDLEY SALES CYCLE

All items in the sales cycle must be followed up on every 30 days . Your dashboard will remind you to follow up with the customer at 25 days to give you plenty of time to meet the standard.

Updating Leads

In the Medley Sales Cycle

Leads toQualify• Click ACTIVE

LEADS TO QUALIFY Report

• Here you’ll find all your active leads in the blue highlighted area.

• Click on the hyper-linked company name to view the lead.

Updating Leads to Qualified or Unqualified

• First step select the Edit feature.

• Then change Lead Status from Open to either Qualified or Unqualified.

Changing Lead Status

• Change the Lead Status from Open to either Qualified or Unqualified.

• Change Lead Status to UNQUALIFIED if there’s no potential for business at this time

Unqualified Leads

• Select an Unqualified Reason from the dropdown box

• And type a simple Explanation in the next box

• Save

• Change Lead Status to QUALIFIED• SAVE

Qualified Leads

Converting Lead to Opportunity

In The Medley Sales Cycle

Converting a Qualified Lead to an Opportunity

• Once the Lead to changed from Open to Qualified select CONVERT

• And CONVERT again.

• The Lead is now an Opportunity within an Account

Updating an Opportunity

In the Medley Sales Cycle

Updating an Opportunity• After converting a Lead to an Opportunity you will land on the Accounts tab

• Hover your mouse over the Opportunity field to reveal the window then click on the Opportunity Name

• From the Opportunities tab, click EDIT, to update the Opportunity

• First step is to change the Opportunity Stage to Working, Quoting, Won or Lost

• Be sure to add Update description in the box provided.

• Any time the Opportunity Stage is changed the Opportunity requires updates including the Next Step and Next Step Date among other required fields indicated with the red mark to the left of the box.

• Under Additional Information click on the magnifying glass to the right of the Primary Contact Associated with Opp box. Here you will have to select the Contact’s name to populate this field. You cannot freely type in this field.

1. Add required information in corresponding fields based on what type of Opportunity it is; Equipment Sales, Rental, PM, Service/Parts, Training or Allied Sales.

2. Once Opportunity is Won please update Sales and GP amounts entered.

*If error occurs be sure “0” is in each field – this will occur in Opportunities converted prior to Oct. 1, 2015.

Adding Cold Calls as Leads

In The Medley Sales Cycle

Creating a New Lead

• Click on LEADS tab

• Click NEW

• Complete required fields (identified by red line)

• Add additional important contact info such as address, phone, email, etc.

• Scroll to the bottom and add Description which should consist of lead details, who you talked to, what you talked about, what your plan is to convert this lead to a quote and close the deal, etc.

• Then hit SAVE

Logging Tasks and Calls

in The Medley Sales Cycle

What’s a Task vs a Call

• Think of a TASK in Salesforce as a NOTE TO SELF. It’s a reminder that will appear on your HOME TAB based on the date you enter.

• LOGGING A CALL should be done every time you reach out to the customer. It is considered a TOUCH. Within the form you can indicate how you reached out, whether a phone call, email, visit or text and add a note as to what was discussed, etc.

• Click NEW TASK and be sure the required fields are completed.

• Click on the ComboBox to the right side of the SUBJECT box to select from the dropdown or simply type in your own SUBJECT pertaining to this TASK.

• Populate the DUE DATE with the date you want to be reminded.

• Enter your comments.

• Select STATUS from the dropdown

• And change PRIORITY

Adding a Task

Logging a Call• Any conversations or activity with

the customer should be logged here.

• The SUBJECT (forms of contact) dropdown selections are available to choose from by clicking on the COMBOBOX button to the right side of the SUBJECT box.

• Add your comments.

• Be sure to hit SAVE when done.

Contacts for Additional Helpin The Medley Sales Cycle

Dana Jones, Marketing Manager, Medley Material Handling (405) 946-3453 x 1213 - DJones@MedleyCo.com

Marian VanBuskirk, Marketing Assistant, Medley Material Handling (405) 946-3453 x 1213 - DJones@MedleyCo.com

Lauren Zak, Account Manager, Concept Services (330) 336-2571 x 185 - LZak@ConceptServicesLTD.com