Not sure of the steps involved in your sales process? Fear not, as this is a common obstacle in many SME’s.
It’s critical to understand your customers journey and determine what key milestones are important. Go back to basics – pen and paper. Write down the key steps involved in converting your lead to a customer. We know not everyone falls into these exact steps, or moves along as quickly as they should, but in an ideal world think about the poignant moments which determine how your lead progresses through your sales funnel.
Once you’ve got your typical sales process in hand, setting it up in OnePageCRM involves 2 steps – your status labels and deal stages. Whilst these two areas are separate in OnePageCRM, they do fundamentally work together to help you close more sales
What are status labels?
Status labels help you to map out the key stages involved in your typical sales process. They come pre populated with sample field labels like lead, prospect, customer, inactive and general for you to use as a guide.
How to manage your status labels in OnePageCRM?
If you’re the account owner or administrator in OnePageCRM, you have the ability to ‘manage’ or customize your status labels. In addition, there’s an option to assign a dedicated colour to match each stage to help you differentiate between them easily whilst viewing the contact in your Action Stream. In many cases, users would associate the colour green with ‘customer’ as it symbolizes the ‘go’ affect from the traffic lights. And in others, users would assign the colour black to the ‘inactives’ or ‘not interested’ leads. However, you’re free to choose whichever colours you feel are best suited within your organization.
Stages are filtered automatically so that at a glance you can see how many contacts you have at each stage in the funnel.
Why are status labels important in OnePageCRM?
The primary reason why you should use status labels is to be able to easily reflect your sales process; to identify your leads, prospects and customers at a glance and move prospects from one stage to the next. They are particularly useful when setting Next Actions, as you can clearly see what stage of your sales funnel your contact is in while your setting our your tasks. You may have different tasks you need to complete depending on the stage they are at in your sales funnel.
Status labels can also be instrumental in helping you identify if you’re making progress or if your sales team are proactively following up.
What are deals?
Deals are created to help you track potential revenue with your qualified prospects. They move through various stages in your pipeline (qualified > quotation > contract) before being marked as ‘won’ or ‘lost’.
Why use deal stages?
Deal stages are used to track the progress of a sale as it moves through your pipeline. If you’re the account owner or administrator of your OnePageCRM account you can add/ edit your deal stages to reflect the steps involved in your sales process.
Deal stages give you a clear overview of how you’re progressing with your deals in your OnePageCRM account, whether they are pending, won or lost. This allows you to proactively prioritize, engage and stay connected with the most important prospects first.
How to analyse your sales pipeline?
Your sales pipeline is a visual representation of all your potential sales and those which are recently won or lost. By analyzing this overview, it allows you to make more intelligent sales decisions whilst moving forward with your prospects. The ability to see the probability of closing the sale and the anticipated close date keeps the sales team motivated to follow up and build relationships.
If your sales team are making regular check in’s with your prospects and adding new prospects into the pipeline, then there will be deals at each stage of your pipeline at any given time.
Ideally, if your sales team are performing well, your pipeline will be diagonal in shape. Deals which are ready to be closed will have a higher probability than the prospects you have just started engaging – a lower probability.
Every contact in OnePageCRM must be assigned a status label, however they do not need to have a deal. You should proactively work on qualifying your leads first to see if they are interested in buying your product or service before creating a deal. Once they have shown an interest (if they ask about pricing, it’s always a positive indicator), then create a deal in OnePageCRM. Using your Next Actions, you can set reminders to follow up and move closer to ultimately closing that sale.
Your pipeline is an instrumental tool in helping analyze your projected revenue for the future. Knowing what stage your deal is at and what actions you need to take to get them moving is critical in sales success.
Quint Boa, Founder / Sales and Marketing Director of Shoot You Video Productions.
Deals and statuses work hand in hand. Once a lead has been qualified, you update their status label to ‘prospect’ and create a deal for them. Now that the prospect is associated with a deal, you can easily start to nurture them and move them through each stage of the sales pipeline. By proactively moving the prospect through the relevant stages, you’ll become more focused and empowered to close that deal. When your deal is won, you update the status to ‘customer’ – simple.