Introduction of the Sales Process
With the help of SELLSATION, successful sales processes can be easily designed and followed successfully by every salesperson. All employees can see at a glance, which action would be ideal next for which customer. Unused opportunities and not optimally cared for customers are immediately visible.
A sales process consists of several sales phases. Sales projects become either "Won Projects" or "Lost Projects". In addition, sales projects can be set “On Hold”. This function can then be used if a customer, for example, does not want to be contacted until a certain point in time. The customer is in the "On Hold" phase up to the time entered and then automatically switches back to the original or the first sales phase, as required. In addition, you will be reminded of the appointment in the newsfeed and, if you have activated calendar synchronization, also in the calendar.
SELLSATION defines 4 different phase types:
- Phases for open projects, i.e. those that are still to be completed.
- Phase (s) for projects won, i.e. those that were successfully completed.
- A phase for lost projects.
- A phase as a follow-up (date) for projects that are open, but due to e.g. a shift in the schedule to a deadline or removed from the sales process in order not to distort the forecast values or to obscure the view of current events
In SELLSATION a 3-way subdivided "special" phase exists, which includes both the projects that are on hold, the won and the lost projects. This phase can be freely positioned by the administrator. It is important to know, however, that all phases to the left of this special phase are reserved for open projects. Accordingly, all phases to the right of this are reserved for projects won, including the middle sub-phase (won projects). So according to the color code in the picture above:
- Outlined in yellow: Open projects
- Outlined in green: Won projects
- Outlined in gray: appointment or on-hold
- Outlined in red: lost projects
Another important point for understanding is that all projects in the yellow zone have a so-called probability (to close the deal) <100%. SELLSATION offers numerous options for determining these probabilities, which is why we have dedicated a separate article to this topic.
All projects in the green zone are calculated with a probability = 100%, as they are already considered completed.
Projects in the on-hold phase gray zone are excluded from the calculation, i.e. the probability is not relevant for these projects.
Projects in the red zone are considered lost, i.e. the probability is calculated as 0%.
The list of all projects is referred to as the project overview. By selecting a certain sales process phase (in this case phase 3), the list of projects is restricted to those projects that are currently in phase 3.
In the picture below you can see all projects of the selected phases and sales processes clearly presented. You can order the projects according to each column in ascending or descending order. Some information is also provided with a graphic display beneath the number. Your SELLSATION administrator is able to change the columns and the information displayed under Administration / Customer data / Overview.
The numbered, marked elements have the following meaning / function:
- Selection of sales processes: If your Sellsation has more than one sales process, for example for different customer or product categories, you can use this dropdown to select the desired sales process.
- You can use this dropdown to expand or restrict the list. The possibilities are:
- Open projects
- Won projects
- Lost projects
This enables you to easily filter lists across phases.
- This field shows the number of projects displayed in the list and their total volume.
- The search function - in contrast to the global search (in the main menu) you only search for projects in the selected sales process.
- The filter function, with the help of which you can filter according to various other criteria.
- You can use this arrow to hide the background image, thus creating more space for your projects.
- The phase selection in the sales process: by clicking on a phase in the symbolized process, the respective phase is selected and the projects are filtered by phase. You can also select more than one phase by holding down the shift key and making further selections, for example to filter all projects that are in the first and second phase. This phase selection can, however, be combined with the other filter options.
If you click on a project, you come to the detailed view.