HOW TO BENEFIT FROM USING SALES PROCESSES IN SALESBOX CRM
To get the maximum out of your new sales GPS you need to work with sales processes to both get control of how far you have come and what remains to do on your opportunities.
With Salesbox CRM you can add as many sales processes as you want and select which one to use on each individual opportunity you create. This reduces the GAP between process and reality to zero.
By using a sales process when working with an opportunity you get guidance on what to do and also when to do it. You can as explained in a previous article create as many as you want and as close to your reality as possible.
The sales process in Salesbox CRM will let you know what to do and what behavior* you need to apply for that specific step. The sales process is also the foundation for letting you know how far you have come and what remains to do in terms of:
Salesbox CRM also converts information about your aggregated number of processes to let you know your overall work effort to reach your target. Salesbox CRM’s sales processes will also give you tasks if you fall behind according to where you are expected to be. (According to your own personal performance history.)
SELECT SALES PROCESS
When you add a new business opportunity one of the activities is to select what sales process to apply for your new business opportunity. You will get a default sales process suggested based on what product group you have selected for your business opportunity.
(To set a default sales process to a product group go to COMPANY SETTINGS-PRODUCTS and click the three (3) dots icon. Select edit and choose what sales process you want to be the default sales process for that product group.)
You can over ride this suggestion and select another sales process if you believe the suggested one is not suitable for the opportunity you create.
USE SALES PROCESS/INCREASE PROGRESS/CHANGE STATUS
When you have your business opportunity set up and want to start making progress you go to either:
- Opportunity list
- Opportunity detailed level
Increase progress directly from the opportunity list To increase progress on your opportunity you can go to the opportunity list and click on the three (3) dot icon for the opportunity you want to work with.
Then you get the short cut menu for opportunities. (Here you can work with your opportunity without going in to the detailed level.) Select check activities. Increase progress from the opportunity detailed level
To increase progress on your opportunity you can also go to the opportunity list and click on the on the opportunity you want to work with. Then you get to the opportunity detailed level. Click on the icon looking like a circle with a percentage number inside. Then you get to the process view.
(This flow will be available the second half of June when the new user interface for accounts, contacts and opportunities are released)
Steps to increase progress In the new screen you can see all suggested steps in your selected process. Click on the question mark to read what to do on each individual step. You can also click on the colored square (recommended DISC profile) to read what recommended behavior the user who performs the step should have/apply.
To finish a step and increase progress, mark the corresponding check box to the step you are done with as done. Now the progress increase. If you have no next activity on the opportunity you might get a decreased progress (if the selected process that has a Progress reduction* has higher reduction than zero).
To make sure your progress is correct make sure you have a scheduled task or appointment with focus on any, not done, activity in the process. *)
To change the automatic progress reduction go to COMPANY SETTINGS-DEFAULT VALUES-SALES METHODS/PROCESS select the process you want to edit.
In the new screen select the Settings tab and click on the Progress reduction option. If you do not want automatic reduction set the value to zero (0), any other value will reduce your progress with the equivalent percentage, i.e. if you set it to 25% the progress will be reduced with 25% if the opportunity does not have any next task or appointment scheduled for any, not done, activity in that specific process.
WHAT TO DO AND BY WHOM
In both the opportunity list view and the opportunity detailed view you can see what needs to be done as the next step/s on the specific opportunity. In the list view you see the next step.
In the detailed view you also see the suggested next two (2) steps. You will also find out what recommended DISC* profile the user should have/apply to perform that specific activity. *) DISC is a powerful behavior model to create well functioning teams and understand who is most suitable for performing certain tasks.
Salesbox CRM has built in support to add a DISC profile to your self, contacts, a specific task’s focus and as a recommendation on sales activities in a process. Read more on this web site.
Salesbox built in intelligence starts helping you directly when adding your first opportunity. It scans your behavior, performance history and all your individual business opportunities.
When the system notice that you have done to little and to much time has passed it will suggest tasks for you to do to make progress on your individual business opportunity.
These tasks will be added to your individual task/to-do list. You will be notified through Salesbox CRM’s notification panel if/when you receive such an automatic task.
Since Salesbox CRM supports a collaborative work style any action taken on accounts, contacts and opportunities will be shared with anyone added to the individual account-, contact- or opportunity team.
We also highly recommend the team leader/sales manager/sales director to be part of all opportunities they want to be informed about in real time. When you check an activity all team members will be notified about your progress in real time.