The below article explains how to enable and utilize the advanced sales tracking features in Drum to calculate deal value per month, risk-adjusted deal value, and projected sales revenue.
Key Steps:
Enable Advanced Sales Tracking:
Go to the profile area in DRUM.
Click on "Features" in the left menu.
Scroll down to "Sales/Opportunities" and click on "Enable Advanced Sales Tracking" to toggle it on.
View Insights:
After enabling advanced sales tracking, go to the Opportunities section.
You will now see the Insights view in addition to the List view.
Insights view allows you to calculate deal value per month, including total deal value and risk-adjusted deal value.
Utilize Overdue Opportunities Section:
Monitor opportunities with estimated start dates, target dates, or tender due dates before the current date.
Review and potentially nudge these opportunities forward to ensure timely action.
Add New Opportunity:
When adding a new opportunity, select the revenue structure (e.g. payment on delivery or monthly).
Set an estimated deposit amount and start/end dates for revenue projection.
Assign a lead score to the opportunity for win rate estimation.
Review and Monitor Projected Revenue:
Check the Insights area to view projected revenue based on added opportunities.
Monitor risk-adjusted deal value and adjust as needed for accurate tracking.
Cautionary Notes:
Ensure to input accurate data for estimated start and finish dates to enable accurate revenue projections.
Regularly review and update lead scores for opportunities to reflect realistic win rates.
Tips for Efficiency:
Use the Overdue Opportunities section to prioritize and manage time-sensitive opportunities effectively.
Set defaults for fields to minimize additional data entry and streamline the process.
Utilize the Insights view for a comprehensive overview of deal values and projected revenue per month.