Sales – Functional Guide

Introduction

The Horilla CRM Sales Section is a comprehensive suite designed to manage the complete sales lifecycle — from lead generation to deal closure and performance forecasting. This section integrates four powerful modules: Leads, Campaigns, Opportunities, and Forecasts. Together, they provide businesses with an integrated platform to capture potential customers, execute marketing activities, manage ongoing deals, and monitor sales targets.

1. Sales Section Overview

Purpose: Provide a centralized workspace for managing all sales-related data and activities.

Access: Navigate to the Sales section in the sidebar, which includes four sub-sections: Leads, Campaigns, Opportunities, and Forecasts.

Key Features:

• Unified access to all sales modules.
• Integrated workflows between marketing, sales, and forecasting.
• Search, filtering, and bulk operations across modules.
• Multiple view options for flexible visualization.
• Seamless transition of records across modules (e.g., Lead → Opportunity).
• Real-time progress and performance tracking.

1.1 Leads Module

Purpose: Manage and convert potential customers into qualified sales opportunities.

Access: Sales → Leads

Key Features:

• List View — Centralized lead list with filters, sorting, and bulk actions (Update, Export, Delete).
• Kanban View — Visual representation of leads by stage with drag-and-drop updates.
• Card View — Compact card layout for a quick overview of each lead.
• Group By View — Segment leads by any field (stage, source, owner, industry).
• Chart View — ECharts-based visualizations for lead distribution and trends.
• Split View — Side-by-side list and detail panel for fast review and editing.
• Timeline View — Chronological view of leads based on dates.
• Lead Creation — Multi-step or single-step form capturing basic, company, location, and requirements details.
• Detailed View — Complete lead record with related lists, activities, notes, attachments, and history.
• Conversion — Convert leads into Accounts, Contacts, and Opportunities from the detail view or via the Actions menu in any list view.

1.2 Campaigns Module

Purpose: Plan, execute, and monitor marketing campaigns to generate leads and measure performance.

Access: Sales → Campaigns

Key Features:

• List View — Consolidated campaign list with search, filtering, and bulk actions.
• Kanban View — Visual board to track campaigns by status or stage.
• Card View — Compact card display for a quick campaign overview.
• Group By View — Segment campaigns by any field for comparative analysis.
• Chart View — Visual campaign performance analytics.
• Split View — Side-by-side campaign list and detail panel.
• Timeline View — Chronological view of campaigns by date.
• Campaign Creation — Step-based form for campaign type, duration, and financials (budget, expected revenue, actual cost).
• Detailed View — Performance stats, related activities, related lists, and campaign history.
• Campaign Hierarchy — View parent-child relationships between campaigns.
• Integration — Direct linkage between campaigns and generated leads or contacts for conversion tracking.

1.3 Opportunities Module

Purpose: Manage deals, track sales progress, and close opportunities efficiently.

Access: Sales → Opportunities

Key Features:

• List View — Comprehensive opportunity list with filters and bulk actions.
• Kanban View — Visual sales pipeline grouped by stage with drag-and-drop updates.
• Card View — Compact card layout per opportunity.
• Group By View — Segment opportunities by stage, owner, source, or any field.
• Chart View — Pipeline health and deal distribution visualizations.
• Split View — Side-by-side opportunity list and detail panel.
• Timeline View — Chronological opportunity tracking.
• Opportunity Creation — Multi-step or single-step form covering basic info, amount, expected close date, and additional sales details.
• Detailed View — Complete record with related lists, contact roles, activities, cadences, and history.
• Stage Management — Update or close opportunities using the progress bar stages.
• Big Deal Alert — Configurable alerts that trigger notifications when high-value opportunities are created or updated.
• Opportunity Split — Distribute revenue credit across multiple team members when team selling is enabled.
• Opportunity Teams — Assign teams to opportunities with Read/Write or Read-Only access control.
• Integration — Direct linkage with accounts, contacts, campaigns, and forecast data.

1.4 Forecast Module

Purpose: Set sales targets, track progress, and evaluate performance across periods and teams.

Access: Sales → Forecast

Key Features:

• Forecast Types — Define forecast categories such as Revenue or Quantity with configurable measurement units.
• Target Configuration — Assign targets by user or role for specific periods; supports role-based and condition-based targeting.
• Forecast Dashboard — Visual insights showing targets, achievements, gaps, and pipeline health.
• User-Level Tracking — Drill down by team member, role, or forecast period for granular performance analysis.
• Integration — Syncs with Opportunities for real-time revenue and pipeline calculations.