Streamline Supervision with airSlate SignNow's Pipeline Management Tool for Supervision

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hello everyone and welcome to the dashboard and pipeline management video i want to take a minute first just to talk to you about an opportunity and how critical that is to our success uh your personal success uh the classes success is telling the golf tournament and pes's success and ultimately sei's success opportunities are the key they are a container that holds everything that there is to hold about a sale all the activities all of the products all of the notes and attachments everything so we're going to start by looking at i'm picking on ali asher from last semester so we have uh some data to work with and i'm looking at an opportunity called amino spring 20 crm you already know that's the naming convention that we use so you can see that the close date was may 1 his expected close date was may 1st he was selling them one foursome for 500. these are all the related lists so every one of these things like contact roles products payments has is related to this particular opportunity and it shows up in a related list over here on the right side now my i have a pretty big screen so there may be stuff on my screen that isn't on yours but that just means you have to scroll either up or down or left to right to see the same things i'm seeing the major part of the screen is here in the middle and it's got either the detail or header information about the opportunity or the activities listed okay so in this case and i'm not going to go over every one of the fields on here it's not necessary but i just want you to see that this is a pretty complete set of information about an opportunity i want to encourage you to fill as much information in here about the description as you can about this opportunity anything you know about why they might be interested in the golf tournament or in being your mentor should be here the other point i want to make in general about opportunities and leads it's true for both as soon as you get a name of someone that you think might be interested create the lead or opportunity don't wait until you have a bunch of information immediately get it into your tracking process so that you then can use the automated tools to help you follow up follow through and process the leader opportunity with students to creating lead and creating an opportunity we create opportunities if the account already exists within salesforce and we and we're authorized to create an opportunity we we can be the owner of the opportunity if it if it's not an opportunity for an account that's already in the system then we create a lead and and then either way when you create an opportunity or a lead you are claiming ownership okay so i i want to before we leave this screen i want to show you a couple of things these stages are really important okay right now this is in the needs analysis stage it's all that means it's already been through the approach and prospect stage con and contacting stage and it's in the needs analysis stage next stage is present a solution negotiate review and close it is not necessary that every opportunity go through every stage that would it's quite common that negotiation and review is skipped in the crm every opportunity starts in the approach and prospect stage it has to if you're creating an opportunity you have to start it there even if you're already in the needs analysis stage you start it in the approach and prospect stage and save it once it's saved you can move it okay so that's that's an important first step it is very important that you move your opportunities along okay a typical opportunity in crm assuming that you follow up and follow through as appropriate for an opportunity shouldn't last more than two or three weeks at the very longest so what that means is for every lead and opportunity that you create you want to either have it closed one or closed lost or if it's a lead unqualified in two or three weeks there's nothing magic about that if you're working it and they're active and they're involved and it takes six weeks that's okay but what tends to happen is if you work it actively for two or three weeks you will either sell it or not okay so anything longer than that would be an exception so here are the details we also by clicking on this tab can look at all of our activity associated with this particular opportunity so we had a couple of phone calls in april a couple of phone calls in february some emails in february and a call to emails and another call in january so some pretty significant activity over a pretty significant period of time okay and it's all here and if i click on this i see the detail on the email or detail on the uh on the call again it's to your benefit to put as much detail about what happened on that phone call as you can remember so what's important is to log that email or that call as soon as it occurs because you remember more than and that memory is going to help you later when you come back to this account all right so move along in stages um when you when you have contacted the person and the definition of contact is they have interacted with you not just one way from you to them that's the definition of contacting you can click on contact and when that occurs okay so we can talk more about how you uh qualify to move the opportunity along later but it's very important that you move it along all right now i'm going to click on home and we're going to go home and what we're going to see is your pes dashboard they're two i'm going to talk about 2ps dashboards yours and crms we're going to look at both briefly okay so the your dashboard is set up to be your information so these are your opportunities your activities okay um and so on so if you look at my opportunity pipeline i have about a hundred and fifty thousand dollars in my pipeline a hundred thousand of it is in the approach stage and fifty thousand of it is in the contacted stage that's useful for me i need to know i'll show you one later that's got a little bit more information in it this is a list of my activities how hard am i working i've got 117 activities in pete and then as ps activities five as exact ad opportunities and then there's one down here is other okay so those are activity lists now i'm going to show you um i'm going to also look at the crm dashboard and we're going to look at the pipeline on the crm dashboard so if i go to the dashboard component and click on the crm dashboard it takes us to our class dashboard so everything on this dashboard is about the entire class and most of it today on august 28th is still set to zero but i have taken one of these dashboards and re-dated it so that it's looking at last semester so there's data in there that i can show you what it shows you is we have ninety thousand dollar that we that we closed thirteen thousand dollars in the approach stage ten thousand dollars in the contacting stage and so forth like any dashboard i can click on the view report and look at the underlying report that created that dashboard component and we're going to do that and i want to show this show you a little bit about reporting but mostly that's a different module we really want to concentrate on the pipeline why is a pipeline important primarily because it tells you what you need to work on what you need to get better at it's not primarily for me although i use it as your manager and your uses it so we're going to look at ali here we looked at his his up so all i do is click on ali and notice we get a new button when i do that called drill down so i'm going to drill down so that i'm only looking at ali's data this is the same thing as looking at the my dashboard you'll notice some very interesting things about ali's data he's got a really nice pipeline he's got remember the quote is eight hundred dollars he's got a pipeline worth thirteen thousand dollars one of the things that we want you to do is we want you to do well two things we want you to do we'll talk about this in class but we want you to establish your own personal goal it doesn't have to be eight hundred dollars it could be shouldn't be less than that but it could be eight hundred dollars or it could be that you want your gold to be fifteen thousand dollars or ten thousand dollars or sixteen hundred dollars two hundred percent of quota eighteen hundred dollars for reasons we'll talk about later but you and we want you to establish your own goal whatever that goal is if you wanna make it then the sum of this report should be three times that goal because you're only going to close at best a third of the opportunities that you work on that's the way the world works so if you look at ali in la last semester of course this is at the end of the semester he had 13 000 in his pipeline of which he had 7 400 in the contacted stage 3 000 in the closed one stage 500 in the needs analysis stage and by the way i can see the same thing here how does this information get here it gets here because ali moved his opportunities through the pipeline okay by the way the one set of opportunities that were of stages that we're not showing here is closed lost because that's not in our pipeline anymore okay i want to show you one other thing down here we have a series of of buttons select buttons i'm going to look at this detail rows notice i'm only seeing summary data when i look at the detail rows i see every product and every account that ali was trying to sell to or did sell to last semester okay so here's the same pipeline twelve thousand nine hundred and fifty dollars there's the same funnel here's the same summary report but now i've got every product and company that he's selling to and what's interesting look here there's 89 rows so ali is has a very large pipeline not unreasonably large for 13 for if if ali's goal is four thousand dollars this is about the right size pipeline this is what he needs so the point of this is that one of the reasons why we have this report is so that he can look and see where his accounts are in the pipeline and move them along you can get directly to the opportunity from here so if he wants to call on the granite center spring 20 he just clicks here and he can do it okay he can go directly to the opportunity okay um so that that's what it's very important that you maintain your opportunity maintain your pipeline and here here's the point he's got 89 products and accounts in here how do you manage those how do you know what you need to call next you can't do it manually it's too many things are going to fall through the cracks you're going to forget to do an email you're going to forget to do a to contact someone having a pipeline helps you control and be responsive to the people in the pipeline at the right point in time so will tasks and we'll show you that later okay but please keep your pipeline up to date remember the three times rule your pipeline should be three times your own personal goal and keep moving your opportunities along again opportunities should not be alive for much more than two or three weeks because that's how long it takes a person to decide whether they're gonna participate in the golf tournament or not no magic about that but you should try and move your opportunities through your pipeline on that timeline okay next module will be reports