How to Quickly Name and Save Deals in Your CRM
In most CRM systems, the word deal designates a potential opportunity to sell or market your products or services to current or prospective clients. Some CRM systems use the word opportunity instead of a deal. The word deal is usually used in marketing communications, where it refers to a promise of something free or reduced-cost. However, in business, the word deal designates something different: a potential business advantage in the future.
Some marketers call these prospects "ties," "winners," or "champions." In business, they're known as prospects, customers, or partners. In all cases, the goal of dealing with deals is to get you closer to the prospect. Some CRM packages have frontiers, defined areas where deals may occur. Each has its own set of deal stages, characterized by the frequency and magnitude of sales or service calls.
The goal for each stage is the same: expand the size of the sales hub. When you're designing your sales process or managing your CRM automation, you must keep this in mind. If you attempt to do too much at once--create another pipeline or several pipelines that quickly address sales of new customers--you will be overwhelmed. You'll end up wasting time and money.
Deal creation must be done in tables and Excel spreadsheets. There are several reasons why you must maintain data on deals in tables and spreadsheets: if you want to refer back to previous deals when making new ones; if you want to share information between teams that make deals; and if you want to use the same tools across multiple offices. All Excel spreadsheets and many of the Web-based table formats are designed to be viewed as rows and columns. This means you can easily identify the column headings and specify the values associated with each cell in the column.
Your deals are also most likely to survive if you maintain the following relationship: the highest probability deals are the best. The formulas for these deals are straightforward to understand. And it would help if you always broke even or save at least a small percentage of profit to improve customer satisfaction. (Why? Because you will get more revenue if more of your customers purchase products and/or services from your company, even if the price is higher.
How do you set up your sales pipeline? The sales pipeline, of course, is the set of activities and processes you employ to close new deals and manage existing deals. You cannot construct a sales pipeline simply by developing new deals and referring them to salespeople who will call on customers to buy. Your pipeline must have enough filler stages: enough "stick" stages to assure customers that you can fulfill their orders, and enough "breakthrough" stages to assure that clients won't abandon your offers after others have rejected them.
How do you filter deals? A critical but often neglected function of sales management is filtering deals so you can take advantage of those few that are profitable. You must be selective about which deals you choose to pass through to internal team members. Unless you can identify profitable deals yourself, you must rely on outside sources to review the deals you have for sale and recommend which ones to keep in your pipeline.
So, it would help if you always kept your eyes open for great deal opportunities. You can't close a deal unless you have a viable offer. As long as you're marketing a good deal, you're probably pretty well done!
But what if you want to automate the deal selection so you don't have to spend your time looking for deals? First, you will need to identify the right CRM software for your needs. Most of today's CRM vendors have an email or access form built into their systems. Once you have that, you can begin setting up automation with the system.
If you have an in-house CRM system, you can set up the in-house system to automatically send you a confirmation email once a deal has been accepted. Once the deal has been accepted, the email will also show you where you were, who you talked to, and the price. If you have a good CRM, you can customize sales pipeline items to match the layout of the sales confirmation email you just received. That way, when you receive a new deal, you can quickly go to the main navigation bar and select a suitable deal that fits with the wording of the email you just received.
You can even drag and drop deals into the main navigation bar and rename them to make them easier to find later. Once you've saved deals to be named later, you can select the newly named deals in the list and go to the properties tab. You can change the name, change the color, change the font size, highlight the deal stage name, and even enter text into the text box. You can change the colors anytime you like as well.