Table of Contents

Calculate Sales Potential of Contacts

The sales potential is a good indicator of how much potential there is for contacts. It is determined by how many employees the company has and how much potential there is for a specific industry.

To setup the sales potential calculation

To use the sales potential calculation, several setups are required. It is categorized by a questionnaire and there are additional setups necessary on contact and industry group.

To add the questionnaire

  1. Choose the Search icon, enter Wood Setup (Sales), and then choose the related link.
  2. On the Wood Setup (Sales), on the Potential FastTab, choose the drop-down arrow in the Profile Questionnaire Header field and select the Plus icon to create a new entry.
  3. Enter a Name and Description for the sales potential questionnaire.
  4. Choose the Edit Questionnaire Setup action.
  5. Create a new line and in the Type field choose the drop-down arrow and select the Question option.
  6. In the Description field enter a question.
Note

The question will be shown on the contact. It should be meaningful and easy to understand.

  1. Add a another line and in the Type field choose the drop-down arrow and select the Answer option.
  2. In the Description field enter an answer.
  3. To categorize the potential, add filters in the From Value and To Value fields, if necessary.
Note

The answers should fit to your organization and processes. It is possible to define as many answers as needed.

  1. Close the Page. On the Select - Questionnaire Setup page, select the created questionnaire and choose the OK button.
  2. Back in the Wood Setup (Sales) page, on the Potential FastTab, use the drop-down button in the Question (Potential) field and select the question that was created in the steps before.

To add the information of how much potential a single employee has per industry group

  1. Choose the Search icon, enter Industry Groups, and then choose the related link.
  2. Select an industry group for which the sales potential should be calculated.
  3. Choose the Sales Potential by Industrial Employee (LCY) field and enter the estimated sales potential per employee.
Note

The Sales Potential by Industrial Employee (LCY) field needs to be added by personalization.

To add the information how many employees the customer has

  1. Choose the Search icon, enter Contacts, and then choose the related link.
  2. Select a contact for which the sales potential should be calculated.
  3. Choose the No. of Industrial Employees field and enter the estimated number of employees.
Note

The No. of Industrial Employees field needs to be added by personalization.

To add the information to which industry group the contact belongs

  1. Choose the Search icon, enter Contacts, and then choose the related link.
  2. Select a contact for which the sales potential should be calculated.
  3. Choose the Industry Groups action.
  4. Select the New action and use the drop-down button in the Industry Group Code field and select an industry group.
Note

The sales potential will only be calculated for the primary industry group of the contact.

To run the calculation automatically

  1. Choose the Search icon, enter Wood Setup (Sales), and then choose the related link.
  2. On the Wood Setup (Sales) page, choose the Setup Job Queue for Sales Potential action, to open then the job queue entry card for the sales potential calculation.
  3. Select the Set Status to Ready action.
  4. Close the page.
Note

It is also possible to run the calculation manually. Choose the Calculate Sales Potential action on the Wood Setup (Sales) page instead.

To see the results

  1. Choose the Search icon, enter Contacts, and then choose the related link.
  2. Select a contact which has a value in the No. of Industrial Employees field and open the Contact Card page.
  3. On the Profile Questionnaire FastTab, select the question about the Sales Potential. The Sales Potential can be found in the Answer field.