User manual FRONTRANGE SOLUTIONS GOLDMINE 6.0-BUSINESS CONTACT MANAGER

[. . . ] Using GoldMine VERSION 6. 0 11/02 ii Table of Contents Copyright Ó 2002 FrontRange Solutions Inc. This software includes software developed by the Apache Software Foundation (http://www. apache. org). The Sentry Spelling-Checker Engine Copyright © 1999 Wintertree Software Inc. GoldMine, HEAT and other FrontRange products and brands are registered trademarks or trademarks of FrontRange Solutions Inc. [. . . ] Completed activities statistics: Displays completed activity information of an individual user, a group of users, or on a system-wide basis. The analysis of completed activities can provide useful insight into your performance or the performance of others in your organization. Analyzing Activities 8-5 Forecasted sales statistics: Provides a summary analysis of sales performance by one or more individuals or sales teams. This analysis displays actual numbers and percentage-of-goal figures for quotas, forecast sales, and closed sales for a specified period of time. Graphical analysis of activities: Generates summary graphs of user activity data based on a variety of criteria. You can display your data as a bar graph or a line graph. GoldMine can represent all activity for a defined period of time, or one of several defined types of activity. Graphs can also represent total activities, a comparison of all users, or selected users. Leads statistics: Calculates the profitability of individual marketing sources or groups of campaigns. GoldMine can report the total number of leads generated from each seminar, advertisement, or trade show (source), the total sales volume generated from each source value, and the potential sales pending from each source value. You can then easily identify the most effective lead sources in terms of total leads or total sales volume generated. Quota statistics: Shows the actual performance of individuals against assigned quotas for a specified period. This analysis uses data about the assigned quota, forecast sales, completed sales, and lost sales to derive either a percentage of quota, or a percentage of forecast sales attained by a salesperson. Because GoldMine analyzes data by period, a "track record" for each salesperson can be seen via listings over multiple periods. Selecting Criteria for the Analysis You can customize the analysis by setting the following criteria: Users or user groups to include in the analysis. Analysis Range to specify the beginning and ending dates. Activity and Result codes to limit the analysis to specific activity types. After you select the criteria for the analysis, click the Analyze button to display the results. Click the Print button to generate an onscreen report, which you can then send to your printer, if desired. activities 8-6 Completing and Analyzing Activities Additional Tools for Completing and Analyzing Activities GoldMine provides useful tools to record work completion and analyze activities. In addition to the features covered in this chapter, you can work with the operations listed below. To access these features, select the corresponding commands from GoldMines main menu bar: To take a telephone message for another member of your organization, select Contact>>Take a Phone Message. To run one of GoldMines analysis reports, select File>>Print Reports. in this chapter. . . Understanding Sales Making Individual Sales Assigning Quotas Managing Sales Opportunities and Projects Additional Sales Tools CHAPTER Managing Sales Overview Using GoldMine® you can manage a wide range of sales from a simple transaction to a complex sale involving an entire sales team. By scheduling anticipated sales and then recording the outcomes, you can compare actual results to your expectations. GoldMine provides tools to manage different types of sales activity, whether involving a single salesperson or an entire sales team. [. . . ] Using the Organization Chart, you can link individuals from different departments or positions within an organization, or link individuals from different organizations having a unique association of any kind. glossary G-10 Glossary P pending activity Activity scheduled with a contact. Pending activities appear on the Pending tab of the Contact Record. Personal Base Personal resource available in the InfoCenter. The Personal Base can archive information in a variety of formats, such as graphics, multimedia files, and program applications. Any of this information can be linked to a Contact Record. Personal Rolodex Window designed to store personal contacts and telephone numbers without creating a full Contact Record. preemptive events All preemptive events within an Automated Process are evaluated for specific conditions each time a track is run. primary contact information Information in the upper portion of the Contact Record that includes the company name and the name of the primary contact at that company. project Long-term undertaking or production involving a team working to complete multiple, component tasks. [. . . ]