The sales process is mainly applied to the pre-sale process and after-sales process, and the process created based on the old business opportunity object; After version 6.8, it will be replaced with Opportunity 2.0.
In the whole pre-sales process, sales stages are set according to different products or customer characteristics, and the tasks of each stage are defined, as well as the winning rate of each stage. This process is to define the model of the sales funnel. Through analyzing the sales funnel, enterprise managers can formulate sales forecast objectives, achieve sales plans, and change the sales process from "uncertain" to "certain". For example, through the analysis and calculation of the sales funnel, we can decompose our sales objectives and calculate the number of customers to be mined every month or every quarter; Second, we can evaluate the sales organization ability. For example, trapezoid means that there are insufficient new customers, which may be caused by insufficient market input and other reasons;
1. Business Configuration
1.1 New Sales Process
-* * Step 1: Set the basic information * *, including the sales process name, pre-sales stage settings and after-sales stage settings. Enterprise administrators can create various sales processes according to enterprise products or customer characteristics, so as to implement different sales strategies for different products or customer types. For example, the name of the sales process is "important customer sales process", and the pre-sales stage includes four stages: the first visit, with a winning rate of 10%; Demand analysis matching, with a winning rate of 30%; The winning rate of scheme design is 50%; The bid winning rate is 80%. The after-sales stage includes "on-site installation", "implementation training" and "acceptance".
-* * Step 2: Pre-sales stage feedback form * *, that is, set the requirements and tasks of each stage to control and guide the sales process, such as the "scheme design" stage, which can be configured to be approved and confirmed by the immediate superior, and the information such as "design scheme" and "customer comments" must be submitted.
-* * Stage requirements * *: the manager's requirements and task description for this stage, so that the sales staff can carry out the tasks of this stage more purposefully.
-* * Remind the salesperson to execute when staying for n days at this stage * *: Because each sales item has a cycle limit, you can set the length of stay at each stage here. If it is overtime, the system will remind the person in charge of the opportunity.
-* * The completion of this stage needs to be confirmed by the immediate superior * *: In order to manage the sales process more carefully, you can configure whether the completion of a certain stage needs the approval of the leader. For example, in the "scheme design" stage, the scheme affects whether the project wins the order and represents the brand image of the enterprise, which needs to be approved and confirmed by the leader.
-* * The stage can only be completed when there are at least n contacts in the customer * *: For enterprise customers, there will be relevant contacts. In order to ensure the effective data of the business opportunity, at least 1 contact can be configured. For example, at the "initial visit" stage, at least confirm the direct contact person and key decision maker of the project.
-* * Add Fields * *: You can select the fields of "Customer" and "Opportunity" objects or the fields supplemented at this stage. For example, in the "initial visit" stage, after contact and communication with customers, more customer information is obtained. Here, the relevant fields of the "customer" object can be configured so that the salesperson can supplement the customer information when performing this stage. In addition, you can configure whether a field is required at this stage to indicate that a salesperson must complete a task when performing this stage.
Supplement:
- The end status of opportunities in ShareCRM includes "close won", "lost" and "invalid". It supports setting the name and winning rate of the end status.
- Close Won: the transaction is concluded.
- Lost: You can define "Reason for entering Doc" in "Field Management", which is selected by the person in charge.
- Invalid: if the account cancels this transaction for reasons, the opportunity can be marked as invalid.
-* * Step 3: After-sales stage feedback form * *. According to the product characteristics of the enterprise, it is sometimes necessary to implement the after-sales service process, such as the home decoration industry. After the customer places an order, the enterprise needs to arrange production, installation training and other after-sales stages. Or in order to improve customer satisfaction, enterprises implement after-sales follow-up activities.
-* * Stage Requirements * *: the manager's requirements and task description of this stage, so that the service personnel can perform the tasks of this stage more purposefully.
-* * Remind after-sales personnel to implement * * after staying for n days at this stage: It is the same as the pre-sales stage configuration, and remind after-sales personnel to deal with it as soon as possible according to the requirements of the project cycle or customer requirements. For example, at the "door-to-door installation" stage, the customer has placed an order and needs to install it as soon as possible to prevent the customer from waiting too long.
-* * The stage stays for n days and times out * *. Remind the person in charge and after-sales personnel: if the after-sales personnel do not handle the overtime, remind the sales personnel to follow up the situation in time
-* * Add Fields * *: You can select the fields of "Customer" and "Opportunity" objects or the fields supplemented at this stage. For example, supplement the customer feedback in the "implementation training" stage
-* * Step 4: Select Applicable Scope**
-* * Refers to which departments the configured sales process can be applied to * *: enterprises may have multiple types of products. Enterprises with different types of products will develop different sales processes, and will also be responsible for different departments. At this time, you can select the applicable departments for each sales process.
-* * You must create a new order to win the order * *: It can be configured according to the requirements of the enterprise to standardize the operation and behavior of sales, so as not to choose to win the order at will.
-* * New orders can be created only after the pre-sale specified stage is completed * *: can be configured according to the requirements of the enterprise. If some products are sold and purchased, a deposit will be placed first, and then new orders can be created after the "scheme confirmation" stage is completed.
1.2 Edit
-Take effect on the new data and * * update the existing data * *: that is, when creating a new business opportunity, the updated sales process will be used. At the same time, the business opportunity that has used this sales process will be updated to the new sales process configuration, including stage, field configuration, etc.
-Effective for new data, * * Do not update existing data * *: create a new sales process. When creating a new opportunity, select a new sales process. At the same time, you can configure whether the original sales process is deactivated. If it is deactivated, you can no longer select this sales process when creating a new one. The associated business opportunities can still continue to flow or perform data statistics and analysis.
1.3 Enable/Disable
-Enable: can be used when creating an opportunity or replacing a sales process.
-Disable: This sales process cannot be seen when creating an opportunity or replacing a sales process, and cannot be used. After deactivation, the associated business opportunities can still continue to flow or perform data statistics and analysis.
1.4 Delete
You can only delete the records with the status of being enabled and no associated sales process in the opportunity. If you do not want to use this sales process again, you can disable it. After disabling, when the salesperson creates a new business opportunity or changes the process flow, he will not see this sales process.