Manage opportunities in Job Pipeline in CRM

Overview

Create, track, and close opportunities in the Job Pipeline directly in CRM to manage all pre-sales and sales workflows in one place. The guide includes the following workflows:

• Step 1. Create an opportunity

• Step 2. Add estimate to opportunity

• Step 3. Close the opportunity

Step 1. Create an opportunity

To start with the pre-sales process, manually create an opportunity.

1. Go to the navigation bar and click CRM > Opportunities.

2. On the Opportunities screen, click + Create Opportunity. 

3. On the Create Opportunity drawerthat opens, fill out the following fields:        

   1. Opportunity Name: Type the name of the opportunity.

   2. Pipeline: Select between the Job, Service Agreement, or Project pipelines.

   3. Opportunity Owner (optional): Select the employee responsible for closing the deal and guiding it through the sales process.

   4. Customer (optional): Select a customer for whom you are creating the opportunity.

   5. Location (optional): Select a location associated with the customer.

   6. Ballpark Value (optional): Type the initial estimate value that is subject to change.

   7. Business Unit (optional): Select a business unit to which the opportunity is assigned.

   8. Estimated Start Date (optional): Select a preliminary project start date before the formal proposal.

   9. Estimated End Date (optional): Select a preliminary project end date before the formal proposal.

   10. Summary (optional): Enter a brief description of the opportunity.

4. When finished, click Save. 

The Opportunity created message appears, letting you know that the new opportunity has been added. It is in the New stage in the job pipeline.

Note: Opportunities will be automatically created from unsold estimates outside CRM and placed in the Propose stage in CRM.

Step 2. Add an estimate to opportunity

After you confirm the lead details, you can manually move it to the Qualify stage. In Qualify, you might review customer and location details, gather information, and assess the opportunity. In the context of the job pipeline, adding an estimate automatically moves the opportunity to the Propose stage.

1. Click the opportunity to open it.

2. On the Opportunity drawer that opens, click +Add Estimate. 

3. Ensure that the customer and location records are added to the opportunity. If the opportunity does not have customer and location records attached, you'll be prompted to add those records before creating an estimate. After adding the records, click Continue to Estimate. 

4. Follow the steps to continue the estimate creation.

The estimate appears on the Opportunity drawer, under the Quotes section, and the opportunity automatically moves to the Propose stage.

You may leave an opportunity in Propose while you create multiple estimates and wait for the customer's feedback. Move the opportunity to the Follow Up stage when you do outreach to follow up with the customer and close the deal.

Step 3. Close the opportunity

The opportunity in the Job pipeline moves to the Closed stage if you Dismiss or mark one of the quotes as Sold.

Mark estimate as Sold

1. On the Opportunities drawer, scroll down to the Quotes section.

2. Click the three dots next to the estimate and select Mark as Sold. 

3. On the pop-up that opens:        

   1. Select the Sold by.

   2. Select Dismiss all other estimates if you want to dismiss other estimates on the opportunity.

   3. If you have more than one quote on the opportunity, you'll see the Sell & Keep Open option. This allows you to sell the estimate and keep the opportunity open. 

4. Click Sell & Close as Won to mark the opportunity as Closed. The Estimate sold and opportunity won message appears with falling confetti, letting you know that the opportunity has been won.

After you sell the estimate and close the opportunity as Won, its value replaces the Quoted Value on the Opportunity drawer with a Sold Value. If multiple estimates are sold, the Sold Value reflects their total sum.

Note: If you sell an estimate outside CRM, the opportunity automatically updates and moves its stage to Closed Won in CRM.

Dismiss estimate

1. On the Opportunities drawer, scroll down to the Quotes section.

2. Click the three dots next to the estimate and select Dismiss.

3. On the pop-up that opens, you can:        

   1. Click Dismiss Only to dismiss the estimate without closing the opportunity. By keeping the opportunity open, you can add estimates to it.

   2. Click Dismiss & Close Opportunity to dismiss the estimate and close the opportunity. The opportunity moves to Close status. 

Note: If you dismiss an estimate outside CRM, the opportunity automatically updates and moves its stage to Closed Lost in CRM.

Want to learn more?

• See CRM Opportunity drawer overview