In This Section:

Introduction to Sales Force Automation

C
HAPTER
1I
NTRODUCTION

Introduction
Zoho CRM
–
User Guide
2
CHAPTER 1

I
NTRODUCTION

Sales Force Automation

The following workflow briefly explains the sales procedure in Zoho CRM.
Introduction
Zoho CRM
–
User Guide
3
Zoho CRM provides the sales force, executives, and management with sophisticated
salesmanagement functions such as: lead generation & qualification, sales pipeline analysis,
salesstage & probability analysis; competitor analysis; real-time sales forecasting and other
usefulmetrics. These functions give business an opportunity to completely focus on customer
life-cycle(lead generation - acquisition - conversion - retention - loyalty), thus increasing sales
revenue.Zoho CRM has sales force automation modules such as:
Leads, Accounts, Contacts, Potentials,
and
Sales Forecasting
. You can accurately track all business opportunities and close more dealsin less amount of time.
In addition, you can identify bottlenecks in the sales process in advanceand thereby effectively
utilize existing customer data for future cross-selling and up-sellingopportunities.
Salesforce Automation in Zoho CRM
Lead Management

Leads are raw details about individuals or representatives of organizationscollected from trade
shows, seminars, advertisements and other marketingcampaigns.

Create Leads
|
Associate Leads
|
Convert Leads
|
Approve Leads
|
LeadAssignment Rules

Account Management

Accounts are companies or departments within the companies with which youplan or have
business dealings.
Create Accounts | Associate Accounts |Member Accounts

Contact Management

Contacts are people in an organization with whom you communicate in pursuit of a business
opportunity.

Create Contacts | Associate Contacts | Approve Contacts | ContactAssignment Rules

Potential Management

Potentials are the business deals with organizations or people that generate realrevenue for your
organization.
Create Potentials | Associate Potentials|Big Deal Alert | Map Stage &Probability Values