To begin using ASPEC, do the following:
- Open your web browser.
- Enter the web site address (URL) of ASPEC provided by your ASPEC administrator and press Enter.
Wait for a login screen to appear asking for your user name and password. Enter your login name and password and press Login button (Note: the actual display of the login page may vary from the one shown below).
Fig 1: Login dialog
Finding your way around
ASPEC track many record types – Accounts, Contacts, Opportunities (IBOs = Indentified Business Opportunities), Interactions and more.
It is designed to provide an easy way of finding the information that is important depending upon your job function and task at hand. ASPEC is divided up into different sections or areas that pertain to different tasks or job functions.
The main navigation bar is located at the top of the ASPEC window and is used to navigate to the different areas of the application. When first opened, ASPEC will begin in the Home area as shown in the following image.
Fig 2: Home page
Let’s start with a look at the main layout of ASPEC and how to navigate to the different areas of ASPEC
The top of the main navigation is divided into a Home Page (1), General Section (2), module selector (3) and the tabs (4) for the current module – Sales, Marketing or Service.
The General Section is always available, regardless of the current module. It contains the Home tab, Account, Contact, Calendar and Reports. All editions of ASPEC contain a Sales module, denoted by an orange hue. Sales tabs include IBOs by Priority, Forecast and as a flat list (All IBOs).
Depending on the edition of ASPEC, you may see more sections in addition to the Sales section. Marketing section lists Campaigns, Collections, Leads and Interactions. Service displays Devices, Requests and Orders. Depending on your setting, the latter two might be included in the Sales section.
The top right corner contains links to navigate to the Setup, to log out and to access Online Help.
Fig 2: links to access Setup and to log out
The Quick Menu bar is located on a gray row beneath the navigation bar. The Quick Menu bar contains a list of options that pertain to the currently active area of ASPEC.
Fig 3: Quick Menu
The options that appear in the Quick Menu bar will enable/disable depending on the available options. For example, the options available in the Contact area will be different from the options available in the IBO area.
Each listview contains a Create button in the Quick Menu. Use this button to create new records like Accounts, Contacts, Opportunities (IBOs). New records inherit some information if they are selected from a record that is selected in a listview or opened for reading. For example, if you select an Account in the listview, then clicking Create->Contact will load a new Contact with the Account information inherited from the selected Account.
Fig 4: Creating a new Contact from Account selected in a listview
Clean, consistent data is a must. ASPEC requires that an Account is entered before creating a Contact, a Contact is entered before creating an IBO (Opportunity) or a Lead. Interactions can be linked to Contacts or IBOs or Leads.
The primary focus of the Account section is to view and maintain Account information. The Account section has been designed to provide quick and easy access to the key information regarding the companies you deal with. Within the Account section, you can get a snapshot view of how a company is structured, what contacts reside within the account, and any leads, opportunities, or interactions for the Account.
Read more on Accounts here.
The primary use of the Contact section is to locate and view information regarding contacts. Contact information is available throughout ASPEC, but the Contact section is specifically designed for locating Contacts.
Read more on Contacts here.
To understand the innovative power that the ASPEC methodology and the ASPEC tool have to improve your sales effectiveness, it’s necessary to start with the basic fundamentals that underline everything – the IBO (Identified Business Opportunity). The IBO is your sales opportunity, your chance to sell your product or service to a customer who has a need to have it, and the ability to buy it.
The IBO Section is designed to display information regarding sales opportunities (Identified Business Opportunities). Information regarding IBOs can be found throughout ASPEC, however this section has been specifically designed for a person to quickly review their IBOs and related interactions.
The top half of the IBO view is devoted to viewing various lists of Identified Business Opportunities (IBOs). The IBOs view can display opportunities grouped by Priority, Forecast, and All Opportunities. Although IBOs can be located throughout the entire product, this pane has been designed specifically for a person to work all their IBO’s at the same time.
IBOs on this page can be grouped/navigated using one of three different views: Sales Cycle Planner, Sales Forecast, or Flat list. Depending which view is chosen, the pane will display different columns and options.
To choose the view format to display in the IBOs view, select an option from view links located underneath the IBO tab. View columns and data that should appear in each pane can be configured by your system administrator.
Read more on IBOs starting with this post.
Interactions between salespeople and contacts vary widely in scope and significance. For this reason, ASPEC distinguishes between Opportunity, Lead, Relationship and Marketing-focused Interactions.
The Search feature in ASPEC allows to quickly locate a variety of records such as Accounts, Contacts, IBOs, and Interactions that meet selected criteria.
Filters are available throughout ASPEC and is accessed from the top right of the ASPEC window.
Before your Organization starts using ASPEC, your Administrator should configure ASPEC to fit your Organization’s needs.
Administration of ASPEC is described here.