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build your sales process understanding the sales cycle in zoho crm there is a sales cycle in every business although selling might go through different stages in various companies there's a pattern that we all follow that defines the sales cycle a sales cycle can generally be defined as the different stages from acquiring leads to closing a deal the stages include prospecting qualification initial contact offering negotiating and closing lead capturing is the first step that most businesses would take in a sales cycle you may run campaigns and visit trade shows to collect leads from various other sources to fill your sales pipeline prospecting once you have the list of leads the initial contact starts some of them may be interested in listening to what you have to offer while others may not even qualify for the next stage the plan would be to create a database of potential customers who might at some point buy what you offer connecting in this next step of your sales cycle you would gather all the information about the prospect's requirements you may connect with the prospects via emails calls or even social media to share what you offer and find out if they're interested to know more offering the previous step will greatly help you in understanding and building a presentation that will address the business requirements of the prospect at this stage your team needs to tailor your proposal ing to the prospect's needs negotiating even with the best offerings your prospects may hesitate and object to the price delivery time frame or terms for this stage your sales teams need to stay positive and be prepared in handling the situation to speed up the process and to push the deal further through the sales pipeline closing and finally it's time to close the deal when the purchase is made or a contract is signed now to put it in perspective let's see how an ideal sales cycle can be mapped and implemented in your zoho crm account the primary modules that will capture the sales cycle in your crm account are leads contacts accounts deals and activities the leads module is where all your lead information is captured you can import a bunch of leads that were collected from trade shows and campaigns or gather them via web forms you can also directly add a lead from the facebook or twitter accounts of your company when they're integrated with your crm account next it's essential to find out the best opportunities that might give you a winning deal as the primary means of communication emails can be sent and associated to leads by configuring imap or pop accounts within your crm account additionally make use of the activities module to create tasks and events and also to register call logs these details can be associated with each lead your initial contact matters here since you're looking out for the leads that have a high chance of becoming a customer and most importantly a long time and loyal one now once you qualify a lead it can be converted to a contact account and deal contacts are people with whom you communicate for a business opportunity they can be the decision makers in a company administrators or even partners accounts on the other hand are companies or departments within a company that your organization is currently doing business with or plans to do business with in the future understanding the requirements of the prospects and connecting with them will help you identify a potential customer so you could identify a potential customer as early as converting a lead and create a deal to track the various stages the deal goes through in the sales pipeline finally the deal can be marked as closed won or lost initial stages in your sales process now that we've covered an ideal sales cycle in zoho crm let's discuss the initial stage in the sales process the lead management the cycle goes like this lead capturing distributing tracking nurturing and finally converting plan on how you would like to implement these stages in your crm account lead capturing first list down the various sources that your leads come from and how you can capture it all within the leads module adding leads manually is not feasible and automating lead capturing can ensure that you don't miss out on the details collected from the source for example leads generated from web forms in your website can be directly captured when your prospect submits the form customers today have a presence on social media so integrating facebook and twitter within your crm account can be a really interesting use lead distribution secondly decide how you would like to assign these leads among your sales teams do you want to assign leads with a high potential to an experienced sales rep or do you want to apply a round robin method as well assignment rules can help you distribute leads to various team members this automation can make sure that you reduce the response time and leads are appropriately distributed within the team lead tracking next determine the components that you want to track and measure from the data that you have in the leads module for example you may want to know the average time taken for leads to get qualified and converted or the number of leads that you receive from a particular source or industry create these reports or filter it out in a list view to analyze lead nurture then list out ways to constantly engage with elite across different channels not all leads are interested right away to make a purchase you may want to identify such leads to put them in the lead nurturing cycle emails calls and social media will assist you in communicating at the right time as timing is essential lead conversion and lastly decide your conversion point your sales cycle may require you to fulfill certain criteria before you qualify a lead save for digital marketing campaigns filling up the survey or a contact us form on the landing page is a good conversion point in a trade show requesting a demo and exchanging business cards can also be a conversion point for your business configure and mandate these in crm so that sales teams adhere to the defined process from here there are two main components that primarily cover the sales cycle implementation lead conversion mapping and deal stage customization and stage probability mapping as seen before the initial information collected for a lead can be distributed to a contact account and deal zoho crm comes with a pre-built lead conversion process where a qualified lead can be converted all the details of the person are stored as a contact and the details of the company are captured as an account if the lead is all ready to give you a deal you can create a deal record as well during the lead conversion the key is to map all the fields from leads to contacts accounts and deals modules well since not all businesses follow the same process customizing the deal stages and creating a sales pipeline is significant the deal stages in your business may be in line with prospecting demo scheduled need analysis qualified negotiation and closed won or lost when it does not match you have the flexibility to change them as you need adding to that is a flexibility to change the stage probability mapping deal stages help you identify where the prospect is in the sales pipeline and tells you the likelihood of a sale identify the deal stages and its willing probability to configure in your crm account so say for instance in the proposal stage there's a 75 percent chance of closing the deal and in the negotiation stage there's a 90 chance when the stages are mapped to the probability of a sale like this it gives visibility into your forecasts and your targets so let's summarize what we've learned sales cycle is different for every business you need to identify and define the stages included from acquiring leads to closing a deal map these stages with the functionalities in zoho crm to implement them in your business account get the lead management sorted as it's the first stage in your sales process and finally go over the lead conversion strategies and deal probability mapping to get the sales process in place from lead capturing to closing a deal [Music] you