Sales Pipeline Management

WorksIQ CRM makes it easy to manage your sales pipeline. The Sales Pipeline dashboard enables you to see how many leads you have in each stage and the value of your pipeline. You can drill-down by clicking on View Leads to see the details of the leads in each stage.

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A quick visual inspection highlights whether you have steady, consistent pipeline or whether you are struggling to progress opportunities at a particular stage.

The dashboard also calculates how you are performing against your sales target by combining the weighted value of your sales pipeline with your sales revenue achieved to date. The dashboard shows whether your are ahead of your target (excess) or behind your target (shortfall) and by what percentage.


Clicking on the chart icons provides a graphical breakdown of your sales pipeline. A quick visual inspection can help identify potential problems in your sales pipeline that may affect the reliability of your forecasts. For example, a comparison of weighted versus actual figures might highlight a team member who needs additional coaching or support. Conversely the same inspection might highlight a team member who is overly optimistic about their deals and needs coaching to produce a more realistic forecast.

pipeline-charts

It is important to view your pipeline from a number of different angles. Whilst the next 3 months might look positive, the actual timings of the deals can highlight potential problems. For example, do you have periods that will be particularly busy or too slow? Are the estimated closure dates based on facts or have they been bundled in at the end of a quarter without any compelling evidence?

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You can save the charts that are important to you on your own “My Dashboard” screen which is visible whenever you login.


Every sales lead has the following fields that relate to your sales pipeline:

Assigned To – Which user owns this lead?
Status – Is this lead still active or has it been won or lost?
Stage – How far have we progressed with this lead?
Value – How much is the lead expected to close for?
Probability – What is the likelihood of winning this lead?
Estimated Close Date – When do we expect to close this lead?

You can customise each drop down field to match your own sales process.

salesleadfields

Leads can be categorized to help you understand where the lead came from. The data collected feeds into a Marketing Dashboard that helps you understand your average deals size, average sales cycle and marketing return on investment.

Leads from your website (or sales mailbox) can be created automatically by the system, saving you time and reducing errors (see: inbound email processing). Leads can also be imported from spreadsheets (e.g. trade show leads and bought in lists). You can also customise each drop down field to match your own sales & marketing processes.

Sales lead source

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