Tracking Your Sales Cycle With Zoho CRM
Managing your sales cycle in Zoho CRM could not be simpler. Regardless of how many steps are in your sales process between the first point of contact with a potential customer and the point at which they become a paying client, in Zoho they are divided up into 2 groups.
Suspects which are classed as Leads in Zoho, and Prospects which are classed as Deals. The point at which a suspect turns into a prospect is entirely up to you, but typically it would be the point at which you consider them to be a viable sales opportunity. For us, this is following a sales meeting when we deliver a proposal for services.
Step 1 is to progress your leads through the initial stages of the sales cycle in the leads module. To track this progression and report on the viability of all your sales opportunities, simply update the Leads Status. This data will be converted into a report and displayed as a simple chart in your dashboard.
At the click of a button, the chart will be converted into a funnel to help spot any areas your sales might be bottlenecking or, you could use a pie chart to show the breakdown of your leads by their rating.
Having access to this data on-demand and presented to you in such a visually digestible way will make it so much easier to manage your sales suspects and ensure that more of them progress to becoming viable prospects.
To indicate the likelihood that your lead will convert into a sale, you can use the rating field. This will act as a filter allowing you to segment your leads into groups, helping to prioritise your time and focus on your most viable sales opportunities.
After you’ve qualified a deal and delivered the quote or proposal, step 2 is to close the deal. All this language can be changed to suit your business, it’s just an example.
Once all your deals have been assigned a stage in your sales process, your reports will give you a clear overview of where your best opportunities are. You can assign a probability to each of the various stages to assist with forecasting, and break down your deals into different types depending on who your target market is and whether the deal relates to a new or returning customer.