HOW TO CREATE SALES PROCESSES IN SALESBOX CRM
With Salesbox CRM you can create your own processes in minutes. Sales processes that actually align with what you are selling, to whom you are selling and where you are selling your services.
With Salesbox CRM you get the flexibility to choose which sales process to apply for each opportunity in your pipeline. With an empowering CRM like Salesbox CRM you can work in the best possible way with your opportunities.
We wanted to give you as a manager or director the most accurate forecast reports possible, regardless of what, to whom and where your company sells. Salesbox CRM’s built-in intelligence even adapts your processes over time.
Salesbox CRM learns how it is being used to ensure that you repeat your own successful behavior.
General info and how to add a new process
Sales processes, are the set of activities you believe are necessary to win an opportunity the process is designed to manage. The Sales processes tab is where you find all available processes and add new processes.
The checkbox called Using, is simply a checked or un-checked button showing if this particular process is active or not. If a sales process is checked as using, it is possible to choose it on an opportunity, otherwise not.
A sales process is a powerful way to help the sales rep. close win an opportunity by telling what steps that needs to be done. A process can have of all from one to many steps.
There are two tabs displayed in the individual sales process screen, they are Process steps and Process settings. Process steps (Activities). There are three mandatory activities in every sales process, the activities are contract date, quote sent, contract sent.
These fields are needed to complete some of the calculations used by the system. Quote sent and contract sent can be renamed and the system will use them for calculations.
When an activity is added there are required fields for this. The required fields are: Name and Progress. Progress is the amount of progress each activity represents.
If there is a red triangle next to progress, which is a warning. The warning in this case is because the total amount of progress differs from 100%, a sales process must have a progress of 100% when all activities are added together to be able to use it.
The optional fields are:
Appointment, add the number of appointments you believe are needed to finish this activity. The value may be from zero (0) to many appointments on each activity.
DISC recommended, add the recommended behavior (DISC is a behavioral model) you believe the performer of the activity should have. The value is adaptive and may change over time when the users start winning opportunities with the process. Description, use up to 140 characters to describe the activity.
The description will be possible to read for the user of the process by touching/clicking on the activity name on the opportunity it is used on.
Under the second tab, settings, you can set some specific values on the individual process. The values are:
- Hours/quote, the number of hours a normal quote for this sales process takes to write. This value will change for each user once real data is collected. Think of this as a start value.
- Hours/contract, the number of hours a normal contract for this sales process takes to write. This value will change for each user once real data is collected. Think of this as a start value.
- Traveling hours/appointment, the number of hours a user has to travel to an appointment in this sales process. This value is adaptive for each user and will be changed over time once real data is collected. This value will be used if the system cannot get a reasonable value in any other way.
- Progress reduction, the percentage with which the pipeline progress is decreased if there is no next activity (task or appointment with focus on). A next step can be a task or appointment with the focus of an activity not yet completed. (Studies have shown that if a sales rep. does not have a next step on the opportunity the probability of winning the opportunity decreases.)
- Notification time, the number of days before the contract date of an opportunity the user gets a notification as a reminder that contract date is soon.
- Notification time status, a switch to use (green) or not use (red) notification time.
Create a new sales process:
- Add a new sales process by clicking the plus sign in the main Sales process screen. Name the process and set values (can be zero) for hours/quote and hours/contract and then press done.
- Click on the newly created process, then you should see something similar to the photo below. There are three default steps on each process: Send Quote, Send contract and Contract date. The two first can be deactivated if you don’t want to use them. Contract date is not editable and cannot be deleted. The total progress has to be 100% and until it is you will see a warning triangle next to the progress column. To add more steps press the plus sign on top.
- After you have pressed the plus sign you get the popup for add activity. Add the desired information and press Save.
- After all the steps are created in your sales process and your Progress is exactly 100% you are done. If you want to change order of the activities in your process, press the the bars to the top right corner. To move the individual activity forward/backward in the process just click on the activity and drag it to the desired location.
- You are done with the sales process. Go to Settings and set values to this specific sales process.
- You are now ready to use the sales process when creating an opportunity. Just make sure you check the check button Using in the photo below to activate your new process.