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.
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.
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?
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: