A challenge for any business is to keep on top of sales. What are my salespeople doing, what deals are they working on, what does my sales forecast look like?
The answer is not to add to your salespeople’s’ burden by adding more reporting that they need to do, the trick is to find the “what’s in it for me” factor.
FIND
An effective sales process starts with finding your leads or prospects, a big part of this step is your marketing of course.
QUALIFY
Once we have managed to find a number of leads, we need to decide what our criteria are in order for us to qualify (or disqualify!) these.
If you do not have clear criteria set, you will risk spending time and money on leads and prospects that will never bring you any revenue.
PROPOSE
Once we have managed to qualify a lead, in CRM terminology we would now call this a sales opportunity rather than a lead.
We will also keep track of how successful we are in converting leads to opportunities so that we can look at our lead conversion rate, which is a typical KPI that tells us whether we are getting good quality leads from our marketing efforts.
CLOSE
Sales opportunities are either won or lost. With a solid CRM setup, we can easily track how many opportunities we win, and how many we lose – and we can also look at won vs lost opportunities per salesperson, per sales team, per region, per lead source, per campaign and other similar KPIs.
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