A Common Sales conversation 3 weeks before end of Qtr
Hey man, I've got 4.5x I'm going to make the quarter, no problem. I only need another 100k, and I've got 4.5 million in my pipe. I'm in great shape.
Heard this before? Is this how your company manages the sales pipeline or funnel?
The real key here is that what's happening is you're sales team are actually spending more time on opportunities that they're going to lose than they are on opportunities that they're going to win.
You need to start thinking about how you’ll manage the mind shift that is taking place in sales organizations around the world.
It's not about what is in your funnel, it's about what's moving through your funnel. Sales is about movement and change. And this is one of the biggest advantages from using Salesnet’s activity-based workflow – you don’t manage what’s in the pipeline or funnel, you manage what’s moving.
SugarCRM opportunity management is underpinned by patent-pending workflow technology that defines a company's sales methodology and guides individual reps in selling best practices. During each phase of the sales cycle, SugarCRM prompts the rep with what activities to do next in order to move a deal along. SugarCRM pipeline management uses this to consolidate all of the current activities from all active deals to get a clear understanding of where and how much business is MOVING in the sales funnel. Both the sales process and pipeline reports are highly configurable, allowing companies to define their own, multiple processes for selling.
Collaboration technology allows sales reps and managers to share pipeline reports, charts and dashboards so they are all on the same page. Managers can roll up pipelines by any criteria, such as individuals, teams, territories or product lines, to get an overall view of sales activity.
Why Is This Feature Important for CRM
Increasing sales predictability is one of the key reasons companies implement CRM (i.e. avoiding executive surprise). Pipeline management capabilities focus everyone on the real, active opportunities and allow sales reps and managers to better understand and manage qualified deals, their current status and identify any bottlenecks that may prevent a rep meeting quota.
The SugarCRM CRM Difference
Unlike other systems, SugarCRM pipelines are based on actual rep activity, not rep gut feel. This leads to the most accurate pipelines and associated forecasts in the industry. SugarCRM's powerful, highly customizable reporting engine and dynamic dashboards are second-to-none for placing the information you need at your fingertips and giving you an accurate, real-time view of both the big picture and the details.
Business Benefits
- Focus everyone on activity and what needs to be done to get movement – align the enterprise to support this #1 objective
- Get a better understanding of future business.
- Identify trends before they become problems.
- Ensure your current business is enough to meet your quota.
- More effectively manage your team, identifying where you can coach reps in selling steps.
Key Product Features
- Aggregate all current sales activity into easy to understand sales pipeline funnels.
- Display pipelines as reports, cross-tabs and charts.
- Use mouse to drill down into pipelines to understand underlying data.
- Analyze your pipelines using historical comparisons and chart animations.
- Use dynamic dashboards to display real-time pipeline information on your home page.
- Share pipelines between users and managers.