Learning Objectives A Lead is a record of a short or long term sale possibility. Note: In Selltis, a Lead is an Activity Log with the Purpose set as Lead Leads are very important Selltis forms because, if filled out regularly and comprehensively, they will provide your team with a complete history of all customer leads. After completing this module, you will be able to: Create a Lead View your Leads Manage open Leads Receive Alerts about Next Action Dates & Overdue Leads Link items to Leads Note: A Cheatsheet is available on the last page of this document for you to print out and use as a quick reference tool. Linked and Unlinked Leads There are two types of Leads: Linked and Unlinked. Linked Leads are connected to a Company, Contact, or some other data entry, and unlinked Leads have no connection to anything else in Selltis. While we highly recommend linking your Leads, there are some instances where unlinked Leads are your only option, like if you are called by a potential customer whose company or contact information is not already in Selltis. Do remember, though, that you can link any Lead at any time, so if you want to create a Company and Contact and then tie them to your unlinked Lead, you can. Page 1 of 17
How to Create an Unlinked Lead 1. To create a Lead, move your cursor to the toolbar, hover over New, and click Lead. Note: For information on filling out an Unlinked Lead, skip to the section titled Things to Remember about Using Leads. How to Create a Linked Lead 1. Select the Company that you want to link the Lead to. You can do this by going to your Desktop Panel, clicking on Comps Mini-Views or Comps Tab Views, and selecting your desired Company from the Company View. Page 2 of 17
2. Select which of the Company s Contacts you want to link to your Lead. 3. Hover over Create Linked, and then select Lead from the resulting drop-down menu. Page 3 of 17
4. A new Lead form will open. Enter as much information about your Lead as possible. Note: This is a Lead because the Purpose is automatically set as Lead Things to Remember about Using Leads Always click the Save button before you close any window. You are required to fill out any field with a red label. Page 4 of 17
If you click Link Companies, Selltis will automatically load your Contact s employer into the Companies data field. You can also select companies through the Companies link button. Page 5 of 17
Enter the end time of a Lead into To: field if you want to, for instance, track the length of a phone call. You can link related products to your Lead. Page 6 of 17
If your company created product questions and loaded them into Selltis, you can pull them up by selecting a product and clicking the Product Prompts button. The questions will appear in the field. Page 7 of 17
Viewing Your Leads You can view all of your Leads by going to the Desktop Panel, opening the My Data node, and clicking Leads My. Page 8 of 17
How to Create and Manage Open Leads You can also use Selltis to manage any follow-up activities you set up in your Lead. For example, let s say you created a Lead about a phone call you had with a key prospect, and in that phone call the prospect requested more literature about your organization. To make sure this request doesn t slip through the cracks, you would want go to the Lead s Journal Tab and type the action item into the Next Action field. Note: Creating a Journal Entry creates a new Activity Log. Page 9 of 17
To create a Lead: 1. Hover over the toolbar s Create Linked option and select Lead. 2. Once the form opens, the curser will already be in the field for you. Enter details about the Lead into the field. Note: Remember that other members of your team will need to review this information, so be as detailed as possible when entering notes. Page 10 of 17
3. Go to the Journal Tab and enter your follow-up activity into the Next Action field. 4. Then, go to the Next Action Date field and enter in the date by which you want your action to be completed. Page 11 of 17
5. Once that s done, change the Status field to Open. After you click save, Selltis will log your task, and it will remind you to complete it on the day of your next action date. Page 12 of 17
Next Action Dates & Overdue Leads Once you ve set your Activity and Next Action dates, you ll receive alerts on the day that you scheduled them. Page 13 of 17
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Learning Activities The following activities are intended to help you 1) document your standard practices for entering Leads, and 2) run through what you learned in this chapter. Standard Practices 1. What Leads Should I Enter? Write down the key Leads that your organization wants you to enter into Selltis. As you do each one, make sure to list their types so you can classify each Lead. Lead Type Page 15 of 17
Practice Activities 1. Find the Desktop that displays only your Leads. 2. Create an Unlinked Lead. 3. Create a Linked Lead. 4. Go to the Lead s Journal Tab, locate the Next Action Field, and enter both a Next Action Criterion and a Next Action Date. Page 16 of 17
CheatSheet This Cheatsheet will serve as a quick reference guide for the Leads section of the Selltis Training Module. Print it out and hang it up near your computer. View My Leads Link a product to a Lead Access Prebuilt Product Questions Receive Alerts Easily populate linked Company Data