Your Sales Process and PipelineDeals
Below are several questions that can help to guide the way you think about your sales process. Once you have defined the crucial phases of your methodology you can quickly and easily apply it to PipelineDeals.
Its important to take time to think about your sales strategies. This is a good exercise to conduct if you are thinking about using a sales team tool or already do.
Leads are the lifeblood of future business. Generally, leads are unqualified business relationships that you want to convert into potential clients. Think about the following regarding your lead generation.
- How do you generate new business Leads?
- Who is responsible for managing Leads?
- Where do you get Leads from? What are you Lead Sources?
- How does your prospecting and qualifying work? Is there a formal process?
We recommend adding all new potential business relationships into the Leads Tab. Here you can easily call on your Leads, write notes and create follow up tasks. Once your Leads “qualify” you can select them and promote them into a Deal. Once you’ve converted a Lead into Deal, you can set a value to the business opportunity and define its Sales Stage.
Deals are qualified business opportunities that you would like to formally track in your sales pipeline.
- What are your Sales Stages/Steps in your sales funnel?
- Do you work primarily B2B or B2C? Have you thought about how to name your Deals?
- How long does your sales cycle take?
- Does your team collaborate to win Deals?
- How do you communicate with your clients? How would you like to capture your correspondence/notes?
Every company has a different process so configuring your Deal Stages is a great way to make the system more relevant to your selling environment.
* Deal Tags let you answer questions like: How much business is your company closing in Canada vs. US. Or in Staffing vs. Professional HR Services. Have you thought about how you can use tags?
Contact Tags can help you organize your Relationships by Priority, Industry, Hobbies etc.
Deal Tags have reporting implications and allow you to filter your Sales Pipeline Report by the Tags or keywords you apply to your Deals. Be sure to apply these to your Deals if you want to report on them.
There are effectively 3 tiers of user roles in PipelineDeals. Executives, who can roll-up reporting and see an aggregate Sales Pipeline. Managers, who can re-assign Deals and see a Sales Pipeline for a team of Basic Users beneath them. Finally, Basic users only see the Deals and Contacts that they are assigned (assuming you are using a closed contact model). Below is a very simple organizational chart to show you what a team might look like. Deals are always private unless someone chooses to share a Deal with someone else. There are 2 settings for contacts visibility. An open model means that everyone in the entire account has access to every contact. This suits a lot of smaller companies that use a pool of salesmen that share data. A closed model behaves just like deals visibility, using the hierarchical system.
- How is your company’s sales team organized?
- What degree of transparency do you have?
Once you review these points, you can set up your account very quickly or tweak your current process to better streamline your business. Feel free to send us your thoughts or questions. We’re happy to provide feedback on your current sales process and look forward to helping you better manage your business development.