Acting on Revenue Opportunities from the Revenue Action Center in "Edara CRM"

Your "Edara" sales figures say a lot about each customer: one who used to order every month hasn't ordered in six weeks, another's purchases dropped by a third this quarter, and a third's returns suddenly went up. But these signals stay buried in Sales Orders and returns, and the rep usually notices only after the customer has drifted away.

The Revenue Action Center reads Sales Orders and Sales Returns from "Edara" and turns these signals into opportunities sorted by commercial value, each with the figures it was built on. So the rep knows who to start with today and why, and acts from the same place: schedules a follow-up, creates a deal, snoozes the opportunity, or dismisses it with a recorded reason.

Follow the Steps #

You work from the action queue: review each opportunity, then act on it or dismiss it, and the manager follows the results in the analytics.

The Action Queue #

From the side menu, click "Revenue actions". The opportunities show in the "Action queue" sorted by commercial value, with the time of the last calculation, and above them KPIs with the number and value of opportunities of each type:

• Open "Revenue actions" from the side menu.
• Click a KPI, for example "Revenue at risk", to see only that type, and click it again to see them all.
• Click an opportunity in the list, and its details show beside it.

Each opportunity shows the organization, the priority ("High", "Medium" or "Low"), a title that sums it up, its owner and confidence, and the commercial value. There are four types of opportunity:

• Reorder due: a customer who orders at regular intervals and is past their expected date, like "Reorder overdue by 18 days".
• Revenue at risk: the customer's net sales in the last 90 days fell compared with the 90 days before, like "Net sales declined by 32%".
• Return concern: the customer's returned value rose as a share of their Sales Orders, like "Returned value reached 14%".
• Product opportunity: a product the customer stopped buying ("Re-engage"), or one that similar customers buy and they don't ("Consider adding").

Filtering and Searching Opportunities #

Above the list are tools to narrow and sort the opportunities:

• From "Organization scope", choose "My organizations" to see only yours, or "Team / visible", or "All organizations".
• From "Priority", choose a priority, for example "High".
• Type the customer name in "Search customers…".

From "Sort", sort by "Commercial value", "Priority", "Most overdue" or "Newest calculation". If no opportunity matches your picks, "No matching opportunities" shows, so change the filter or clear the search.

Reviewing an Opportunity's Evidence #

Before you act, check why the opportunity came up. In its details:

• Commercial value: a directional estimate of the revenue tied to the opportunity, based on the customer's order history.
• Why this is recommended: the figures behind the recommendation, like "Last Sales Order" and "Average reorder cadence" for reorder opportunities, or "Returned value rate" and "Top returned product family" for return concerns.
• Related CRM context: the "Open deals" with the same organization and its "Upcoming activities", so you know whether someone is already on it. Click a deal to open it.

Scheduling a Follow-up Activity #

The most common action is to schedule a follow-up with the customer:

• Click "Schedule activity".
• The "Subject" comes ready from the opportunity title. Change it if you like, and pick the "Due date" and "Priority".
• Click "Schedule activity". The activity shows under "Upcoming activities", and the opportunity becomes "Actioned".

Creating a Deal, Assigning or Snoozing an Opportunity #

Beside "Schedule activity" are other actions, depending on the opportunity:

• Click "Create deal" to add a deal for the organization at the opportunity value, and it shows under "Open deals" and in the pipeline.
• Or click "Assign to me" to own the opportunity yourself.
• Or click "Snooze 7 days", and the opportunity leaves the queue and comes back in a week.

To open the organization's full record, click "Open account".

Dismissing an Opportunity #

If an opportunity isn't worth following up, dismiss it with a reason, so the decision stays on record for review:

• Click "Dismiss".
• Pick a "Structured reason": "Expected seasonality", "Duplicate", "Customer closed", "Data problem", "Not relevant" or "Other".
• Add an "Optional note" if you like, then click "Dismiss".

Management Analytics #

To follow what the team acts on and its effect, click "Management analytics" at the top of the page:

• The KPIs: "Recent net sales", "Net sales at risk", "Action rate" and "Associated net sales".
• "Sales execution": the open, actioned, resolved and dismissed opportunities, and the average time to action.
• "Portfolio economics", "Retention and risk" and "Return exposure": sales, customer and return figures from Sales Orders.
• "Execution by owner": how many recommendations each rep has, and how many they acted on or dismissed.

Revenue Action Settings #

From "Settings" → "Revenue actions", an admin controls which recommendations are generated:

• Under "Recommendation types", turn "Generate recommendations" on or off for all, or specific types like "Lapsed products" and "Cross-sell".
• Turn on "Shadow mode" so recommendations show for review without the team acting on them, until you are sure of their quality.
• Under "Detection thresholds", change the values, like "Minimum overdue days", "Net-sales decline %" and "Daily recommendation cap", then click "Save".

Important Things to Know #

Try It Yourself #

Sample data — it doesn't affect any real data. Pick an opportunity and check its evidence, then try "Schedule activity" or "Dismiss", or open "Management analytics".

You May Be Wondering #

If you encounter any challenges or have questions during these processes, you can contact our technical support team, who are ready to assist you at any time.

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