Communication is the key with so many aspects of business. Setting up a Customer Relationship Management (CRM) tool and sales process is no different.
The steps and cut off points in your sales process need to be clearly defined for 4 reasons:
- so that your staff can understand what is required
- to effectively forecast your sales pipeline by assigning success probabilities to each progressive step
- to generate useful sales reports that are readily understood by all parties
- to enable sales staff to follow up on opportunities to move them through the different stages
At the risk of sounding like a safety video on a plane, every sales process is subtly different.…Continue Reading