A sales pipeline defines where a prospect is in the purchasing process. Sales pipeline also helps a company in forecasting future sales and target setting for the sales team on a short run as well as long run basis.
Usually the sales process in a company includes the following steps:
Probability of Deal closure:
As a prospect moves through the sales pipeline the probability of sales increases. This is summarised by SmartTask based on inputs by sales team aiding decision making at any point in time.
Once your customer enters your sales pipeline, they become a sales opportunity. Each sales opportunity in your pipeline has its own value. By using the information about the value and probability of closure for each sales step, you can immediately get an estimate on the sales value for a given time period.
Select the sales project and open project settings modal. Once the modal is opened select Custom Fields Tab.
Open custom field modal by following the guide here. In the custom field modal set the type to Dropdown and define your sales stages as dropdown options.
Following the same process above create a new custom field with type Number.
All the tasks in the project now have these two custom fields. Let's see how to setup a prospect's stage through the custom fields we setup:
Since CRM Analytics doesn't yet know which Custom Fields relate Deal Stage and Deal Value the analytics page looks like below:
Sales report settings establishes the link between deal stage, deal value and custom fields. We also need to define the probability values for each deal stage as inputs in the relevant fields.
As your sales people enter inquiries and track prospects through the sales pipeline, you would be able to get sales forecast through the Analytics page.