Optimize Your Operations with Crm for Pipeline Management for Operations

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hello everyone thank you so much for joining us today for this webinar on sales pipeline management my name is batman and i am a customer success executive on the crm team i'm excited to be here with you guys today to show you around on how to construct a sales pipeline for any business process it's going to help you to close your deals faster all right so let's take our let's take a look at our agenda today so we're going to talk about why do you need sales pipeline management the benefit of using a sales pipeline for any business process and we're going to talk about a business scenario on and also how to construct a sales pipeline for the same scenario and i'm just going to walk you through with how to set up a sales pipeline with step by step instruction and we're going to talk about a few frequently asked questions that we came across during the sales pipeline setup process all right what is sales pipeline management a sales pipeline is a visual representation of your sales process that shows where your prospects are in buying cycle how many open deals you have how long a particular deal stayed in each stage and whether if you have a good chance of winning a deal or not and it's basically a methodology of tracking the progress of deals that your sales team is currently working on and expect to close within a reasonable amount of time so it ensures that every sales opportunity goes through the defined stages in the sales pipeline right let's take a look at challenges faced by the sales team sales team top priority is basically to nurture the leads that has been assigned to them and further convert them as a qualified prospects or customers and then later they can push them into the sales funnel however if the sales reps are not talking with the right decision makers the deals can get stagnant or even it go for a toss great deals suddenly go quiet a qualified prospect is always a good sign for a closed one deal however when the sales team miss analyzing the needs of the customers even the good deals may go for a task need analysis a stage we call it as a need analysis is pretty much important in any sales pipeline that helps the sales team to analyze and focus on just the customer requirement to get the details closed one second needs to make sure that they are analyzing the requirements first rather than simply sending out a proposal for a random solution at the very early stages of a business cycle stalled deals about 85 of the deals in the average pipeline stall so this could happen even when the sales team focus more on non-revenue generating work rather focusing on good deals lack of clear vision taking an ownership for the deals are pretty important for the effective deal closure prospects may lose the interest in their buying cycle when multiple sales reps are offering solutions and suggestions at different stages of the sales pipeline so there needs to be clarity on what needs to be done why it needs to be done and how it's supposed to be done low sales velocity so like we mentioned earlier the prospects may lose the interest in their buying cycle when they are asked with the same questions again and again in the nurturing process since the sales reps handle hundreds of leads every day it is easy to miss out on some of the details during the infraction and the next time they get in touch with the prospect they might have forgotten the key points that they have to talk to proceed with the deal stages a pipeline full of dead wood bad data or non-closable deals can wreck your sales pipeline causing delays bottlenecks and leaks this affects your sales forecast and also causes you to lose good prospects on the way all right so here we have a few ways to address the sales challenges so let's take a look at the ways that's going to help you to address all these challenges and also help you to construct a pipeline the first one is basically to create a shared definition of a qualified lead in the system and defining your sales strategy and break your pipeline into stages prioritize and track good opportunities keep track of all the conversations automate immediate notifications customer communications and follow-ups analyze revise and improve your pipeline and sales strategies all right sales pipeline management let's take a look at our solution so the solution is our sales pipeline management sales pipeline management is going to help the sales team to build a constructive sales process by defining appropriate actions in every stages of the pipeline helping the prospects and customers move through their buying process and reps through the selling process so this sales pipeline management is also gonna educate your sales team on what to do in every stages of your business cycle pipeline management capabilities in zoho crm so here we have here the capabilities for this pipeline management so lead management to analyze and qualify leads and move them move them through the sales pipeline deal management to prioritize good deals and close them faster multiple sales pipeline to incorporate multiple sales processes contact and account management to record customer information all in one place workflows to streamline communication sales forecasting to predict and estimate future sales pipeline analysis and reporting to review the pipeline performance so these are a few of the capabilities that we have in pipeline management shared definition of a good lead so why a good why we need to have a shared definition for a good lead any lead can be qualified during the nurturing process the idea is to concentrate more on the leads that has been nurtured already and brought into the pipeline and this can be due to a various of reasons you know they help you understand if your one opportunities belong to a particular region or industry if your point of contact was a particular role or position if they came through a particular marketing channel or campaign etc so once when you know what sort of leads are converting most often you can start to build a more generalized definition of a good lead lead scoring and reporting so leads coding and reporting is going to be one of the effective ways that's going to help us to set a shared definition for a good lead so zoho crm's lead reporting and scoring functionality helps you find such commonalities and rank them to determine which ones are most likely to close and which ones aren't worth spending time on so now if we take a look at the screen over here we we have like few leads which are shown in the system in this screenshot and there we can find a quite a scores that are assigned to these leads and all these scores are we can set it up in the scoring rule which we have within the system and all these scoring rules will gonna play as a priority here so let's say for example for all the leads if you're gonna send out emails like a mass emails not all the leads gonna be opening up an email however the emails which are opened by few leads which you can consider them as a hot lead or a good lead in the business so based on an email insight we can set up a score and that's going to help you to filter down the leads that we have in the system and also that's going to help you to create a good lead in the system there prioritizing and tracking sales rep need all the relevant information upfront starting from contact information of the prospects the decision maker details that they need to follow up with on the deal stages so that they can prioritize the important deals and plan their actions deal management and reporting deal management will be very helpful in prioritizing and tracking the good opportunities it provides a clear picture on the likely deals which can be closed in a reasonable amount of time deal report shows where each deal stands the right ones to concentrate on and set up automate follow-ups defining your sales strategy and breaking the pipeline into stages breaking your pipeline into smaller stages with predefined actions basically educate the sales team on what to do in every stage of the whole cycle so now we know that once when you have a defined setup of your sales structure we can break them into pieces as stages and every stage which we can configure as a we can configure with a predefined actions that instruct the sales team on what to do multiple sales pipeline so when businesses that involves multiple sales process we can make use of multiple sales pipeline feature to create multiple pipelines with relevant stages so that the sales team can progress in the right direction keeping track of all conversations a basic record keeping will tell you which stage your lead is at in a pipeline if you depend on only that information you might lose them so keeping a track of history on what happened in every stages will basically educate the sales team to follow up with the prospects with the relevant information of their buying cycle contact an account management in crm zoho crms contact and account management will help us to keep track of the history on what happened in every stages of the sales cycle with the help of notes and comments added to the record tasks followed up and meetings will further give you the insights about your customer so if you take a look at the screenshot there we can find there are a couple of social interaction interactions is also involved in this account data management so the tweets that has been tweeted and the likes that has been done in facebook pages so everything can be put together in one single record automate immediate notifications and communication faster engagement with prospects will increase the likelihood of closing the deals in the crm system automation in crm system helps you to get in touch with the prospects immediately and also improve the engagement with your prospects and how these automations can be set with the help of workflows there are quite a few examples of using a workflow so let's say for example when a lead is created in the crm system the first thing which you would like to do is you would like to send them a welcome email or a sort of an acknowledgement acknowledgement email just to tell them just to show them a thankful for showing an interest with the business so you can set up a simple email notification whenever a lead is created in the crm system or let's say for example if you would like to follow up with the lead in the next couple of days so we can create a quick task in the crm system every time in a lead is created a task will be created automatically in the crm and that will be assigned to the right sales rep or the record owner will be notified on following up with the task at the right date and time and here in the best example that here in the screenshot we can find a best example of nurturing the lead so when you send out an email from zoho crm and let's say when the email is not replied for one day so with the certain conditions which is configured over there we can follow up with the for certain actions we can either send them a follow-up email or we can do a field update or we can create a task in the system forecast predict and estimate future sales reliable forecasting allows companies to anticipate problems that may arise throughout the sales pipeline sales forecasts are an important measurement of any company's growth and success so factors such as previous sales forecast revenue competition economic conditions uh sales team and their performances so if your company meets consecutive sales forecast then you are assured that the company is growing forecasts in zoho crm provides a real time insight to tracking sales and helps your organization fine-tune the sales process and monitor the sales pipeline so you can set the targets based on a specific region and you can set the targets for a specific year month and also for the specific users so who will be working with the right will be working with the right sales team to progress further accurate data analysis sales techniques that work today and may not work tomorrow reviewing the pipeline and revising the strategies that delivers maximum efficiency and success sales analytics zoho crm's pipeline tracking help you to analyze every sales activity and track the numbers at every stages of your sales pipeline so you can create sales funnels based on the different pipeline that you have or based on the different deals that you would like to show in the different stages we can create the sales funnel and you can also do create a conversion rate identify that the potential potentials churned the most and measure the overall efficiency of your sales process with the help of sales analytics already let's take a look at our use case and we're going to make use of this use case to set up a pipeline as well in the zoho crm system we're going to take a look at our use case for multiple sales pipeline so like i said the businesses which needs which has multiple sales process can make use of a multiple sales pipeline in zoho crm so let's take a look at a networking hardware company that has two different sales processes one is like selling new routers to the customers and the other one is like providing a technical service for the routers so for the new routers selling process so there could there can be quite a few things so a sales rep needs to uh qualify the leads first and then they gotta get them as a contact and then they have to create an opportunity for the new routers now once when they create a deal or an opportunity for the new routers they're gonna initially start pitching the routers that the customers are looking for and they're going to make sure their uh requirements are right and matching with the actual router and then they're going to set up a quotation so they're going to send out a proposal or quotation stage to check if the customer is interested or not if everything goes well so which can go to installation and configuration of the router at the customer's location and then finally they can close that as a closed one deal and likewise a technical service for routers so which is for the existing customers who are actually in a warranty period are actually available with the free support which is for the 45 days and once when the 45 days the complementary support gets over so which the sales team can be notified on further following up with the existing customers to pitch paid support for the routers and also in the cases when the customer decides to buy a new router or maybe for the out of warranty routers if the customer would like to decide customer would like to buy a new one so which sales team can pitch for new routers which eventually gonna bring in a new business into the sales process and when things goes well the quotation is going to be sent and then the deal is going to be a closed one all right now that's a two different sales process which is for this networking company and we're going to see how we are going to set up a pipeline for this how we are going to add these as a stages in zoho crm and stuff like that so we're gonna see that in our actual demo session all right so let's summarize the responsibilities of a sales manager so a sales manager need to define a qualified lead distribute and assign leads to the right sales reps in the system standardize the sales process define the stages actions for each phase of the pipeline and review the pipeline performance revise and make improvements so standardizing the sales process and define actions so if you would like to have the sales team to do the better nurturing of the process it is better to create multiple pipelines or it is better to create a sales pipeline based on the product or geography or market segments etc and then just to make sure the sales team to follow up with the right prospects at the right time we can have the follow-up tasks created we can have a a simple email triggered to the right sales team whenever a lead is created and sort of stuff like that reviewing the pipeline performance to improve the business it is always better to review the statistics and then also to it is also a good practice of creating reports and dashboards and which can be shared with the sales team members so conversion rate across pipeline stages conversion rate of leads to customers length of cycle at each stage of the pipeline so these are quite a few report analytical dashboards which can be created in crm and we can share it among with the other sales team members to review the pipeline performance all right let's take a look at our responsibilities of a sales rep timely interactions with new leads and customers track all communications follow up the deal and notify team when deal move stages analyze sales performance automate communication and follow-ups a sales rep basically spends 63.4 percentage of the time on work like emailing colleagues so there is a much of things that we can make it automated so let's say when a lead comes in in the system it is not required for the sales team to send out a welcome email manually so we can set an acknowledgement email with the help of a workflow whenever a new lead comes in and likewise if you would like to schedule a follow-up call then the very next day when the leak and the lead just came in so we can set up a quick task in the automation to follow up on it so we can instruct the sales team maybe in a notification to send an email to the prospects that they haven't heard from in over a month to check if they are still interested in doing the business track communications it is always a better practice to have a good contact in account management making a quick notes and add tasks and comments after a telephone call or email conversation will be pretty much helpful for history tracking on what happened in the previous sessions and record all the interactions with the prospect in one place so that they can plan their next activities to move the deal to the next stage ingly analyze sales performance so sales rep needs to know where exactly they stand in so sales rep get their bonuses based on the targets they achieve so sales rep wants to track the following metrics to understand their performance like the deals in the pipeline monthly quarterly and yearly targets and sales forecast for the next month all right now let's take a look at our use case scenario real quick and then we'll go into the demo so we're gonna talk we're gonna take a look at multiple sales pipeline for the deals a networking company who has a couple of sales process selling new routers and providing technical service for routers so the new routers selling process has been differentiated in the different stages over here fixed routers proposal quotation negotiation installation configuration and then closed one and the technical service sales process has been break down into different stages as starting from providing the free support for the 45 days pitch the paid support for the routers which new routers which is which are like out of warranty customers and then quotations sent for the requested service and then closed one now all these are going to be configured inside the deals module in zoho crm system now let's get into our demo and let's see how to construct a pipeline and also a multiple pipeline and we'll see how to set up a bit of an automation to do an effective process all right so we need to build a pipeline that clearly defines the different stages in the sales process so to build the pipeline with the relevant stages we need to go into the settings to the top right and under customization modules and fields and here we have to click on the deals module and standard so here you can find a quite a few fields and one of the field that's going to help us to define the pipeline is the stage feed inside the deals module so i'm going to get into the settings and click on stage probability mapping and which will bring in the stages that are relevant or that are actually in the deals module so here we can find a quite a few stages like qualification analysis value proportion decision maker and so on and all these are default stages so which you can rename or which you can delete and add your own stages ingly as per your business needs and here with this i have added quite a few uh the different stages based on our use case scenario like pitch routers installation and configuration complementary support paid support for routers which new routers for out of warranty customers so those are quite a few stages that i have added to this stage module so you just irrespective of the different sales process that you have in for in your business so you need to add all the different stages as options in this stage pick list value so that's going to be the very first step and there you can find the probability that basically tells us the chance of winning the deal in the different stages of the pipeline and forecast type and forecast category which is going to help us to predict the sales and forecast the relative items in future all right now once when we have the right options added to the stage tick list field we can just save the layout and we can go back and we can just click on deals module so now we got the fields added so now we would like to have those different stages created in the pipeline so now to set up a pipeline we are going to go into the settings again to the top right and under customization we are going to click on pipelines and there i have quite a few pipelines which is already added so i'm just going to delete one so let's say for example if you would like to delete an existing pipeline you can just click on this and click on delete that's going to help us to delete an existing one right away so if you would like to add your own pipeline for the right sales process with the relevant stages we can just click on new pipeline and we can set a pipeline name so that can be something like routers or something like that and standard which is layout and once when we click on the stages and that will drop down all the stages that we have in the stage pick list field which is from the deals module so we need to add the relevant stages in this option so let's say if this is a router pipeline so we just need to add uh you know pitch routers and the next one will be is proposal or the price quotation stage and a negotiation stage and installation and configuration closed one so once when we have the relevant stages added to this pipeline we can just go and save it now we can make we can use these pipelines directly from the deals module now let's talk about an actual sales process now every entry which is coming in from the website are maybe from your web form or maybe from a different sources so which will be put together as a lead in the crm system the sales team would be following up with these leads they further qualify nurture understand if they are a good qualified customer we are going to convert the leads into the next level which are called contacts so contacts in crm system are basically your potential or qualified customers so which we can start creating a deal and then we can start doing the revenue pipeline process and accounts in the system is basically going to hold the contacts company information for example when you have a lead created and if the lead has a company name and upon the conversion the leads information is going to be pushed over as a contact like the name email the phone number and the other details and the leads company name is going to be created as an account all right now for these contacts or accounts now to set up a sales funnel or to set up a sales pipeline we are going to create deals ingly now let's say for example we have a contact already here which is a potential customer and i would like to create something like a deal so which is going to be a pitch router's deal process or new router selling process so once when we click on the contacts to the very left we can find the related list so here we have quite of deals that are created already so here i can just go ahead and start creating a deal directly from the contact which will get associated to it automatically so i'm just going to click on the plus new deal button and that just bring me the deal layout page and there i can add the relevant informations like uh the deal name something going to be like the router name or the something like that and the amount which is going to be the router price and here i need to choose the relevant pipeline for this deal so let's say for example if i'm going to be creating a deal which is for the new customer and for the new router business process i need to make sure to select the pipeline called new routers that just going to bring me the relevant stages which is for the new routers and likewise if i'm going to be creating a deal for an existing customer which is for a technical service kind of a pitch sales process i need to select the technical service and that will automatically bring me the relevant stages which is for the technical service so here i'm just going to select new routers and the closing date which basically tells that the date that the deal can be closed and the pitch routers is going to be the initial stage and then we can click on save now a deal is actually created and automatically get associated to the record now when we click on the deal the ac 2400 that we created now you can see the different stages of your sales funnel so pitch routers is going to be the first stage price quotation negotiation installation and configuration and closed one so sales team can toggle between the different stages if required so they can go from pitch routers to installation configuration straight away or they can go with state step by step like proposal code negotiation and then closed one so now in every stages the sales rep they're gonna make a progress with the prospect they're gonna they're gonna pitch in they're gonna understand they're gonna make it closed one now to have like a good contact management just to make sure to follow up with the prospect and add the notes and stuff like that we can make use of activities in the crm now for leads contacts and accounts and deals module you will find an activities which is in the related list and that just gonna help the sales team or the owner of the record to be reminded on following up with the activity at the right date and time so let's see we will create like a quick task and let's see how this works for example if you would like to have a a follow up with this deal maybe the next due date couple of days we can just click on plus task and we can set up a subject called follow-up and the due date is going to be like in the next couple of days and the owner the one who creates a task will be the owner themself and apart from that we can set the reminders so which the sales i mean which the owner of the task will be reminded based on an email alert or a pop-up or both a simple task which is basically going to help the sales team to remind them on following up with the right uh prospect with the on the right time once when we have a task created so we can just click on the task and there we can find all the relevant information of the task and to the deal that is created for and also the contact information so now once the sales team are in actual conversation with the customer they can just go and add the notes something like that and then they can just click on save and once when the task is done we can just go and close it and mark as completed now when we go back to the deal so we can find the task which was an open activity earlier now it was followed up and it was completed which brought down to closed activity and the notes which were added in the task is also automatically associated to the notes section inside the deal so this one this one will be one of the good ways and a good practice on following up with the customers inside the deal or inside a contact with the help of an activity and all these notes is going to be pretty much helpful in doing a history tracking on what happened in every stages of your business process all right now let's take a look at how the deals can be viewed effectively now we have the different pipelines that are in like a sales pipe which is like a router pipeline technical service pipeline and we have quite a few pipeline which is already there now you would like to know what all the different deals that are connected in the different stages of the relevant pipeline so when i just click on the deals you'll be bringing to the view called list view so which you can find the list of records created inside the deals module and there we can also find something called kanban view so this kanban view will provide an option to find the deals that are in the different stages so at the very top we can find the deals with the stages name selected like qualification need analysis value proportion and then it goes on so you can find literally every stages of the deal pipeline of the deals basically now let's say you would like to know the deals which are created for a specific pipeline you know maybe like a router pipeline so we can just click on the little drop down there and we can click on new routers and that will bring in the stages that are relevant to the new router pipeline right so that's a kanban view in the deals module which is going to give us a pretty much uh things on what to see at the very first place alrighty now let's talk a little bit about automation so now in every stages of the deal pipeline you know we need to set some predefined actions maybe a quick follow-up task to educate the sales team on follow up with the prospect at the right date and time so which we can set the whole entire process with the help of an automation to set up an automation so we need to go into the settings to the top right now here in the settings under automation you can find workflow rules and here we can create a rule for every other module so every rule that is created over here are module specific so here i have a quite a modules i mean workflows created for the deals already so let's go ahead and create a rule for the deal and let's say this is for maybe installation and the configuration stage so i would like to create a workflow when the deal reaches the stage called installation and configuration there should be an automatic task created against the deal so now your workflow will get started with the when condition on a record action so you can set it up for on creation of a record or editing a record or while updating a record so this is something based on a specific field update so i'm just going to choose the field update and repeat the workflow whenever a deal is edited which is for the field called stage and here to the condition we can select the relevant stage which is stage is installation and configuration and for these stages once when the deal is progressed one once when the sales reps select the stage called installation and configuration a task will be created automatically to follow up on the prospect again to make the transaction done so that they can close it as a closed one deal so i'm just going to create a task with the subject name follow-up to close the deal it's going to be the subject name and the due date is going to be trigger date plus two days or create a time plus two days and assign to by default so this is a one user crm system so which will be the only one will be assigned to i mean assigned as an owner for the tasks and here you'll find the notify and the remind the assignees so which is to notify this assignee over here with an email or a pop-up notification so we can set all the relevant actions for this task and we can save and associate and once when your deal is good to go so we can just go and click on save now the workflow is has been saved now let's just go to a deal like a random deal and we'll just click on a deal over here all right so now this deal is something which is related to the pipeline called technical service all right now let's filter out the deal which is for which belongs to the pipeline which is router pipeline so to filter out i'm just going to make use of an advanced filter which is to the left pipeline is routers apply filter we don't have one here pipeline is new routers perfect there you go now this specific deal which is called new business so now this has been progressed already with a negotiation review so i'm just going to click on installation and configuration that just got updated from the negotiation to the installation configuration stage and now when you look at the timeline you can find a task has been created against this deal in the name called follow-up to close the deal so let me refresh the screen all right there you go now you can find a task created automatically and with a due date of two days and this task owner will be notified on the due date or before the due date based on the settings that is done in the workflow and he can follow up on the task add the nodes and process the deal to closed one and that's a sort of an automation that we can set so this is simply based on a specific deal stage we can set these up workflow for a lot of actions like an email notification updating a specific field from one margins to another module and we can add tags remove tags and we can do a lot more all right now let's take a look at forecasting so to enable the forecasting module so you'll find a module in crm which is called forecast so you can click on this little three dots and then there you can find a module forecast over there so here's something the forecast has been set for 2020 september so there was a target which is set for twenty thousand dollars but we have a good progress already so which achieved uh two deals has been a two uh like a two deals that has been closed with an 8000 um yeah it's kind of like 8071. and which is a 40.4 percentage achieved and four other pipelines four of the deals are in the pipeline and likewise you can create a target you can create a different forecast from the scratch so you can click on the forecast button to the top right and which will help you to select the year on the month that you want to set so this is already done let's go for the april and here you can set for the april 2021 i would like to set up a target of 40 000 and here you can set the target for a specific role and also for the specific user now that's the forecasting module that we have in the crm and once that is set once when the deals are in the pipeline so you would be able to forecast what is the target and what all the deals that has been closed one which are in the achieved section and the number of deals that are in the pipeline and the pipeline shortage all right now to find a bit more on uh analytics just to get a graphical representation sort of stuff like that we can create reports and we can plot like a funnel like a funnel reports or a graphical representation like a pie diagrams stuff like that with the help of a reports module so let's go ahead and create a report from the scratch we're gonna go to the reports we're gonna click on create report and that just going to help us to create a report for any module so it can be for the needs or it can be for the contacts deals any module so let's say i would like to create a report for the deals continue and here you can choose the report type so if you would like to have like a simpler report you can go for a tabler report over there and summary report is going to give you a summarized data and matrix report is going to give us a grid layout to some with the sum to summarize your data so now i would like to know the the deals which are created for the new router pipeline and i would like to group it in the stages so i can choose a summary report for that now i'm just going to hit continue and now to the available columns section and to the selected columns you can add the relevant columns that you would like to pull in the report like closing date deal name and let's say for example the pipeline that it belongs to so all the relevant information that you can just simply add it to the selected column section and in the groupings i can choose like a deal stage is going to be the relevant uh information that i would like to group it and now we can hit continue and standard filters going to help me to filter out the report based on a specific period of a time let's say if you would like to uh get a report of deals which is created for the fiscal quarter or maybe for the fiscal year so you can make use of standard filters to do the job so you can find current and previous fiscal year previous fiscal quarter current fiscal quarter and many more and in the advanced filter section which basically gonna help us to filter the deals based on a specific pipeline option let's say i would like to filter out the deals which is created for the pipeline called new routers so once when you have the advanced filter with the relevant options section done we can just click on continue and with the basic information we can do we can choose to which folder that you would like to put this report is that to the existing folders that we have already or you can also create a brand new folder from the scratch and you can add it to the report and you can add the report to the folder i'm just going to put this to the deals reports and we'll just add a name to this report and let's run there you go now we have the deals which are created for the pipeline new router pipeline so those are the only deals which are shown up over here with the right criteria and with the right filter that we have used now all these relevant op relevant details which are summarized in this way so now the proposal stage we have one and the closed one we got two and the pitch routers we got two and in the installation and configuration we have two deals a total of seven records and these are the splits and which are provided in a summarized way now this report which we can plot it as a funnel diagram or a pie chart or a graphical representation so to make a funnel diagram out of the report we just need to save it and then we can find the button called create chart to the very top right and that's going to help you to choose the relevant chart could be the pi or a funnel we can choose the relevant one and the x-axis of the y-axis will be default set and then you can click on save and there you go now we got the funnels created now all these funnels which will have uh the right summarized information so when you just hover the mouse over the stage installation and configuration you can find the two deals that are in and in the pitch routers we got two closed one we have two proposal price we have one and that's how you can create your uh funnels with the help of a report and apart from that you can make use of analytics inside the crm system to create a funnels like this as per your business needs you can create your own dashboard from the scratch and you can bring out the funnel based on the stages or based on the pipeline and which we can add all these later in our home screen to view things as in the bird's eye point of view so once when you go to the home screen you can find a bird's eye view of what's happening in your entire business process so you can bring in the funnels together as a different components and here you can find the open tasks which the sales team needs to follow up on the day-to-day activities and the deals that are created by revenue uh close the deals that are closing the month the number of leads which are created and and many more and in the report section you can create your own report from the scratch with the help of the create report button and apart from that you can also find some default reports that you can just click on it to access it so let's say you would like to know how many leads are converted or how many leads created from different sources so you can find lead reports and there are something like lead by leads by source that talks about the different leads which are created out of created from different sources basically all right and now that's a quite a few information on reports analytics and our home page all right so let's go ahead and check a few frequently asked questions so is it possible to set a default pipeline for the deals yes it is possible by selecting the option set as default for the relevant pipeline created in zoho crm so this setup's default option is available in the pipeline section so let me just quickly walk you through there so when we go to the settings and under the customization you can find pipelines and there you can find the different pipelines which are added already the one with the green check basically tells that that is the default pipeline so like say for example if you want to set the new router you can click on the little three ellipse and you can click click as set as default now that's good to go now while creating a deal from the scratch every time when a deal is created the new routers is going to be default one selected for this deals module all right is it possible to maintain the same stage names and multiple sales pipeline yes we can add the same stages in the multiple pipelines so a better example would be is a closed one closed lost closed loss to competition so which are something like relevant stages that can be added in all the pipelines so we can maintain or we can add the same stages in multiple pipelines can i import my deals to a particular pipeline created in zoho crm yes it is possible to import the deals we have to prepare a deal file with maintaining a column called pipeline in the file and updated with exact name of the pipeline created in zoho crm can i create a sales funnel report or multiple for multiple sales pipeline yes we can create a report with selecting the relevant pipeline in the advanced filters to create a sales funnel metrics is it possible to view the relevant pipeline deals in kanban view yes you can choose the relevant pipeline from the drop down or pick list available in the kanban view to find the right deals questions so if you have any questions regarding the pipeline management in zoho crm or if you would like to discuss any business requirements with us please feel free to write to us at support zoho crm.com we'll be happy to help you out and thank you so much thanks for your time and patience throughout this webinar and take care stay safe