Sales Pipeline
Permission: Administrator or Manager
Pipelines are a useful tool that enables you to track steps in a sales process. This feature is then usable in the Kanban views. To be able to create and manage pipelines, please follow My Account – Company – Pipelines.
To create a new pipeline, click on New Pipeline in the top right corner. This will open a new page where you will be able to create your pipeline.
You will be able to create a name for your new Pipeline and decide in which resource it will be visible (contacts, accounts, etc.).
You also can notify the owner of stage updates and create contact reports at stage changes by selecting the relevant toggles.
Finally, you can name your stages, incorporate a probability of the client to continue to the next stage, the number of days a stage is expected to last, and the status of the object (Open, Won, or Lost).
The probability enables you to set the chance of the prospect becoming a client / "finishing" the pipeline. This percentage will automatically calculate the value of your pipeline taking into consideration this probability.
For example, a pipeline could be:
Lead - 20%
Contacted - 40%
Interested - 70%
Client - 100%
Lost - 0%
The days represent the maximum time you want your resource to remain at this stage of the pipeline. At the end of the set period, the relationship manager will be notified that the contacts should be contacted/ interacted with. This is especially useful during prospection and for follow-ups.
Once the fields are completed, you can save your pipeline and start using it.
To assign a pipeline to a contact or a relation, go to this contact and click on Settings.
To assign a pipeline to multiple contacts at once go to My Account / Company / Contact. Then, select the relevant contacts by clicking on the tick box. Click on the top right button Actions and select Bulk Edit. There, you can select the pipeline and save it.
A useful way to use this feature is to create a "Kill reasons" pipeline. This pipeline could set the client life cycle and a contact report could be automatically generated when a client is lost. This will create a tag connected to the client and to the report which could be useful in a later stage to assess the reasons for the clients' departure.
When creating a new pipeline, you will be able to select the Resource visibility. For this resource visibility, you can choose between three objects:
Tasks,
Contact Reports, and
Campaigns.
Pipelines in which you do not specify any resource visibility will be able everywhere. However, when resource visibility is specified, the pipeline will be solely available for the resource selected.
For example, choosing tasks as resource visibility will only enable this pipeline to be chosen when creating a task.
For some teams, you want to make sure that the contact report is written to jump to another stage in the pipeline. For this process you should tick the option "Update stage after generate call report". If the operator does not click on "Save" on the contact report then the stage jump will not be changed.
Regarding the resources contacts, relations, and accounts, pipelines are useful as showcasing a Kanban view. This view portrays the different stages, the records in each stage, and the value of your records at each stage.
To move records to a different stage, simply drag and drop the record. On each record, you also have shortcuts to a contact report (small phone icon), and to editing the value of the record (small pencil icon).
This view can be showcased on contacts overview, accounts overview, and relations overview. Simply select the relevant page in the navigation menu and select Kanban in the top right corner (the default view is Grid).
Pipelines are a useful tool that enables you to track steps in a sales process. This feature is then usable in the Kanban views. To be able to create and manage pipelines, please follow My Account – Company – Pipelines.
Create a new pipeline
To create a new pipeline, click on New Pipeline in the top right corner. This will open a new page where you will be able to create your pipeline.
You will be able to create a name for your new Pipeline and decide in which resource it will be visible (contacts, accounts, etc.).
You also can notify the owner of stage updates and create contact reports at stage changes by selecting the relevant toggles.
Finally, you can name your stages, incorporate a probability of the client to continue to the next stage, the number of days a stage is expected to last, and the status of the object (Open, Won, or Lost).
Probability
The probability enables you to set the chance of the prospect becoming a client / "finishing" the pipeline. This percentage will automatically calculate the value of your pipeline taking into consideration this probability.
For example, a pipeline could be:
Lead - 20%
Contacted - 40%
Interested - 70%
Client - 100%
Lost - 0%
Days
The days represent the maximum time you want your resource to remain at this stage of the pipeline. At the end of the set period, the relationship manager will be notified that the contacts should be contacted/ interacted with. This is especially useful during prospection and for follow-ups.
Assign a pipeline
Once the fields are completed, you can save your pipeline and start using it.
To assign a pipeline to a contact or a relation, go to this contact and click on Settings.
To assign a pipeline to multiple contacts at once go to My Account / Company / Contact. Then, select the relevant contacts by clicking on the tick box. Click on the top right button Actions and select Bulk Edit. There, you can select the pipeline and save it.
Example – Kill reasons
A useful way to use this feature is to create a "Kill reasons" pipeline. This pipeline could set the client life cycle and a contact report could be automatically generated when a client is lost. This will create a tag connected to the client and to the report which could be useful in a later stage to assess the reasons for the clients' departure.
Pipeline permissioning
When creating a new pipeline, you will be able to select the Resource visibility. For this resource visibility, you can choose between three objects:
Tasks,
Contact Reports, and
Campaigns.
Pipelines in which you do not specify any resource visibility will be able everywhere. However, when resource visibility is specified, the pipeline will be solely available for the resource selected.
For example, choosing tasks as resource visibility will only enable this pipeline to be chosen when creating a task.
Block a stage progress
For some teams, you want to make sure that the contact report is written to jump to another stage in the pipeline. For this process you should tick the option "Update stage after generate call report". If the operator does not click on "Save" on the contact report then the stage jump will not be changed.
Kanban view
Regarding the resources contacts, relations, and accounts, pipelines are useful as showcasing a Kanban view. This view portrays the different stages, the records in each stage, and the value of your records at each stage.
To move records to a different stage, simply drag and drop the record. On each record, you also have shortcuts to a contact report (small phone icon), and to editing the value of the record (small pencil icon).
This view can be showcased on contacts overview, accounts overview, and relations overview. Simply select the relevant page in the navigation menu and select Kanban in the top right corner (the default view is Grid).
Updated on: 03/11/2022