The sales team appreciated being asked, analyzed their obstacles, and jumped at the idea of using a sales funnel to report a prospect’s status. The team identified 7 stages of their sales funnel:
- Inbound prospect in response to 3Js marketing promotions.
- Sales rep’s 1st call to prospects to schedule meeting.
- In-person or online scope definition completed.
- Estimating, pricing, and quote prepared.
- Sales rep’s 2nd contact to deliver quote and contract.
- Prospect asks for references.
- Sale completed (or not).
The specialist configured 3Js’ 7-stage funnel where all entries were viewable by the team. Immediately, the team started making entries and the sales pipeline became visible to everyone.
The CRM specialist made the sales funnel easy to use. All a salesperson had to do was enter a date into the contact’s record to open or close a sales stage. The status was updated with a click of a button, and everyone was informed.
The Team’s Reaction
What a relief to all! The pipeline was in front of them. “Wow,” they said, “It’s fun.” Everyone saw the sales pipeline by stage with estimated dollar values per prospect.
Sandy saw the pipeline by sales rep, by stage, by prospect, and in total. She no longer had to pester anyone. Sandy was a hero by including her team in the analysis and using her specialist to dig into their CRM, building camaraderie and loyalty along the way.
What Did the Team Learn?
The team met every 30 days to learn more about the sales funnel and the best ways to use their CRM. Over the first 6 months, Sandy and the team learned a lot including:
- Engage your team from the onset when implementing changes to your CRM.
- Prospects got clogged at Stages 2 and 3 because it was hard to reach the homeowner who responded through 3J’s website.
- Shift the timing of the sales rep’s calls to mornings and evenings from afternoons based on testing by the sales reps.
- Set up tasks with deadlines and keep notes in a prospect’s record including quotes. They no longer needed spreadsheets or yellow sticky pad notes.
The team committed to learning more about their CRM and best practices for the future.
The team studied other CRMs and realized that there were many benefits not available in their system. Especially, newer CRMs include automations and Dynamic Lists, as standard, so that sales reps can focus on their best prospects and clients.