How to Create an Opportunity and Activity


  1. Access the customer's contact record in Pivotal and click on "New Opportunity":
    By doing it this way, the contact details will populate the opportunity automatically. You will be asked whether it is an inbound or outbound opportunity, but in the vast majority of cases for you this will be inbound as the customer will have likely initiated the contact.

  2. You'll be presented with the following window - please focus on the highlighted parts only:
    - Product: click on the highlighted + button and the following window will appear:
     Search for Chorus in the "Product" field, select New in "New or Renewal", and choose Upsell under "Type of New".
    - Owner: Select the person or team you wish to assign the sales lead to - more information under "How to identify who you should pass a lead onto".
    - Campaign & Project: Always select "2019 Support & Training" and "Lead Generation - Telemarketing" as your campaign and project.
    - Channel: select the appropriate channel in the list (majority of the time it'll be Telephone).

  3. Once done, don't press save yet. Click on "New Activity" and leave it as Phone Call (Outbound) - you'll be presented with the following window with majority of the field pre-filled in:
    You only need to search for "Sales Lead" in Subject, and "Chorus" in the Product field.

  4. Enter some brief notes within the Notes area about the lead potential, then click the Save button to save the Activity (without checking the completed box) and Opportunity.


How to identify who you should pass a lead to


On the master company screen in pivotal, check the account IEU Account Management window:


  • Global/Field Accounts – Passed to Named Account Manager in the Field
    All sales lead on global of field accounts should be assigned to the named account manager. There is currently 2 vacant areas (Ben James and Natasha Svensson) - please assign these to Peter and email SalesTeam End Users.


  • Self Serve Accounts – Pass to Sales
    All sales leads on these accounts should get assigned to pivotal holding pot “Holding Inside Sales EU” this will get picked up by the inside sales team (Jack Watson, Martin Tonothy, Kristie Enright and Richard Arnott).


  • Success Managed (or NBS 1000) Accounts – Pass to named account managed, inhouse
    These accounts are managed by the success team inhouse (Rob Ellison, Lesley Ball, Ian Wilson, Laura McClorey, Jack Bould and Gareth Cox). For these accounts there is a slight difference with how new leads should be allocated.

    Any lead for upgrading a current subscription, taking out training or looking to move onto Chorus early should be assigned to the named account manager.

    For a lead for a brand new product. E.g. Customer is a subscriber to NBS Building but you have identified the need for NBS Contract Administrator also, this would get assigned to “Holding Inside Sales EU”.