crm sales lead management for Supervision

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[Music] foreign deep dive webinar where we'll be going over some best practices to optimize and customize the monday.com sales CRM product at every stage this session is ideal for anyone who has an understanding of the basic features and flow of the CRM and would like to learn more about best practices for customizing the pipeline to fit your needs I want to confirm that in this webinar we will not be going through the basic flow of a sales CRM product if you are looking for a more General demo of how the product works A to Z I recommend watching our sales CRM product demo before returning to this webinar now today we'll be going over five main focus areas optimizing lead management optimizing contact management overview and communication optimization activities tracking optimization and Reporting as we go through each of these topics it will be helpful to keep in mind how they relate to the CRM sales Pipeline and the different ways you can optimize your workflow at each phase of the pipeline from the different ways you can structure your board and organize your leads to automating your workflow and optimizing various data points for reporting this demo will build on the existing features of Monday sales CRM to further streamline your workflow and help you close more deals now let's get started with the first section optimizing lead Management in this section we will go over organizing leads by lead status additional data to track about leads improving the contact us form automating contact creation on lead qualification now let's head over to mymonday.com account now I assume you're all already working with Monday sales CRM and are therefore familiar with the five boards in within the CRM workspace we have our leads board deals contacts accounts activities plus the sales dashboard you've probably realized that these boards cannot be deleted and the same is true for certain columns on the board as they are critical to the workflow however we can add additional columns to make your workflow even more powerful which is what we will focus on on this webinar getting started from our leads board which is of course where we will collect new leads and manage them now your leads board is organized as a directory for all of your incoming leads each item on your board is a lead and the columns help you organize the contact information which you are inputting from various different sources such as the form or an integration that you're using or if you are importing them manually now this leads board comes with a single Group by default but it's good practice to further segment your leads which can be achieved by adding additional groups for example the first group can represent new leads and then we can add another group to represent leads in progress and a third group to represent unqualified leads now this will help you organize your leads at a glance with the additional groups you can then set up automations to move your leads with a change of a status now let's go ahead and add these automations to our board when status changes to something we're going to choose move item to group perfect now while we're here let's add the same automation for our third group when status changes to unqualified then move item to unqualified now let's just see this in action let's say we've decided that Elian over here um we've already reached out to her we've contacted her and then we can go ahead and move with her over to the contact group perhaps we have another lead here which we already know off the bat is unqualified we can just go ahead and select unqualified and then let's say we reached out to Kimberly Jackson but after several phone calls and emails back and forth we realize she's actually interested so I'm going to go ahead and unqualify Kimberly over here right now this really helps us organize our leads and decide who should move on to the rest of the sales pipeline now moving on there might be some additional data points that you want to track on your leads we discussed how to organize them and structure your board so that you can keep track of the type of lead but let's just see if perhaps we want to add some additional columns to the board so that we can better keep track of our leads and our communication with them for example we might want to go ahead and add the creation log column then and this will help us track the exact date the lead was generated we can easily just add this to our board and of course you can go ahead per column you can go ahead and sort this by date to see when they were last contacted and who needs to be reached out to because they have been created quite some time ago um the next column that you might find helpful would be to go ahead and add a date column now we're going to call this the last contacted date now this date column will be updated manually each time we have a phone call with one of our leads but we could also add additional automations using emails and activities which we are going to discuss later on so this will help us keep track of any time we emailed or reached out to the client now let's look at ways we can customize the contact us form which is the second tab over here connected to the leads board the questions on the contact us form reflect the columns on your board and if you want to add additional questions you can either add the additional columns to your board or you can also do this from inside the form Builder itself now let's just go ahead and click edit form to see how this works now here we can add questions which will automatically create a new column on our board for example let's say I want to know the size of the company for every new lead to help me qualify them and say I want the person filling out the form to choose from four different options I'm going to go ahead and add this question right after the email and let's choose a single select status column what size is your company let them choose from these four different options okay great and this will automatically add a status column to my board now you can also add conditional questions conditional questions ensure that the person submitting the form is only asked the relevant questions enabling you to streamline your workflow using one form for example if the potential lead responds 1 through 19 as a company size I want to add some additional questions to help me qualify the lead later on so I'm going to go ahead and click include condition I will also make this required and I'm going to choose my First Option 1 through 19. and I want to make sure that the small companies are worth reaching out to and are a qualified lead let's add a new question I'm just going to use a text column but of course you can use a numbers column as well and I'm going to write what is your budget again I will make this required perfect and while I'm here I'm going to make sure that everything looks good ready to go now under the customize button you have various different settings for customizing the UI determining what happens when someone submits a form and more I'm not going to go over each setting but I want to highlight that you can remove the monday.com branding right over here you can create customized messages once a user submits a form and then under the Builder settings you can specify which group at the submission should land in by default they will land in the top group I'm going to leave out as New Leads perfect now while I'm here I just want to remind you that you can share this form on your website I'm using a link or you can embed it using the iframe embedding tool now let's head back to our main table and let's finish the section by looking at how we can automate moving qualified leads to become contacts in the context board alongside our existing customers we can do this using the built-in button column here move to contacts now the automation will create a contact once we've qualified our lead and it is already set up so let's just take a closer look and see how it works and make some slight adjustments perfect now the trigger for this automation is when the button create a contact is clicked the predetermined action is then move item to contacts now you can see here the parameters have already been selected but we can decide which data will populate the columns by clicking on the item parameter we open up this window now on the left we have the columns on the context board and on the right we can choose the column values from the leads board and since since we have the equivalent columns on the contacts board as we have on our leads board for the contact information of the lead we can simply map the values from one board to another and this will automatically populate here but we do have different status columns here so we have the type and the priority that we might want to change so for example here we can write in high and change this to turn depending on what we would like this to appear as once it reaches our context board and then for the type let's just automatically make them a customer perfect great now let's go ahead and see this in action all right so we have our new contact generated and I'm going to select move to contacts heading over to our contacts board our new contact Alexandra Brown was created and we have high priority customer perfect now that we've gone through the best practices for organizing leads let's move on to the next section where we'll discuss how to optimize contact management once a qualified lead moves into the next phase of the sales pipeline foreign