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hi there in this demo we're going to focus on how your sales team can effectively use air table to track their sales pipeline activity as well we'll also learn how to customize air table to create personalized dashboards that motivate them to close deals faster for the purpose of this demo we're going to look at how health targets a fictitious HR software company currently uses air table to keep track of their sales teams pipeline activity let's get started by taking a look at their base to see how they've been using air tables so far so now that we're inside health target sales pipeline activity base we can see that they've set up five different tables the first table contacts allows them to add all of the individuals that are communicating with in hopes of becoming their primary HR platform the account table shows us all the companies that health Target currently has a relationship with each account you'll notice can also have multiple opportunities for different branches of that company that they're currently selling to so for example city count blues company there are two opportunities at up one for the Phoenix office and one for the Orange County office the opportunities table shows us all of the ongoing and closed deals that the health target team has worked on once a contact has been qualified and their account is deemed a good fit we go ahead and create a new opportunity for them here the activities table shows us all of the customer interactions that have been logged by all of the different sales reps and then lastly the sales reps table allows to see all the members of a particular sales team their total value of closed contracts their quotas and their performance relative to that quota as well as all the opportunities that each sales rep has been working on the accounts are related to and activities that they've each logged themselves for the purpose of this demo we're going to pretend that were Michael Scott so let's say that Michael Scott's goals for today are to reach out to two new leads we'll get started on the contacts table and as Michael Scott we can either manually enter in our new contacts so our new contacts name is Jack or if you've been working off of another spreadsheet tool and have a lead list that you want to import you can simply copy and paste it into here so for example we have this we list here with two new contacts and we simply copy it and paste it we can see that we're also currently tracking the lead source carefully so that we know over time with the most successful sorcerer leads are so for example for health targets you can see they're using two different lead generation tools lead for you and you know mean leads by tracking the lead source they'll be able to evaluate the tools performance over time and pick the one that's providing them with better more high quality leads also since we are a b2b company we want to add the parent account for these two contacts if you're a b2c company so you're selling directly to individuals so you might not need an Accounts table at all since your relationships won't be seated with a specific organization however in this case we ultimately want their parent company pdf's a network television studio to be our client so let's go ahead and add Kiev into our accounts table account name is PBS and since we haven't qualified the contact yet we don't know if they're a great fit for the platform or if there is a potential deal on the table so we can go ahead and just skip this for now we'll add in our relevant contacts so in this case Jack and Elizabeth and we also want to add in us the sales reps Michael Scott so what I just did here is I was able to link these fields to different tables so in air table you are able to create a relationship between two tables by linking records for example right here we can see that this field is linked to the contacts table while this field is linked to the sales reps table what that means is when I want to add in the contacts associated with the account or company all I have to do is click this plus button and it will actually pull up all the records from the contacts table now you can see that when I go back to the contacts table Jack and Elizabeth are now linked to the TBS account I can also click on the linked account to bring up an expanded view of the records and you'll notice that it's from the accounts table in the future if you just want to quickly look at a contact and their associated details you can simply stay on one table and see their related accounts any opportunities that have been opened for them activities that you've logged related to the specific account or sorry specific contacts than any knows and attaches that you've included for the client as well this is especially helpful as say a contact calls you out of the blue you can quickly pull up their record see what opportunity created for them your last point of interaction and any other notes that are really important about this specific client or account so let's say that we send an email to both Jack and Elizabeth now we're going to want to first change their statuses to prospecting since they're no longer in touch that way we know not to contact them twice by accident and to start a conversation and then we're going to want to log dis activity so that there's a record of this interaction for the rest of our team to see let's go D activities table and log it so the activity type is an initial email and the date of interaction is today so you'll see what we've done here is we've actually used a formula for this first column or the primary field so that it actually links together the information from this field and this field as well that way at a glance when we open up our activities table we can already see all of the interactions and what date they were if you want to go a step further and maybe include the contact in this primary field you can go ahead and do that simply by customizing the formula great so the contact was Jack and again Michael Scott is the sales rep let's also create the activity for the email that we sent Elizabeth as well while we're at it great so in the notes section you can also include the content of email that we send Jackson Elizabeth so over time you can see which templates have been really successful and also helpful because I can see my other colleagues activities templates emails and call notes as well so we use those as resources to help us become better salespeople to select things that attract emails us back right away their HR system has been a total mess and we turned that we emailed at the perfect time so you tell us that she's interested in hopping on a call right now if we're available let's give Jack a call let's quickly change Japanese status to qualification since we are about to qualify him with linking records like I mentioned before you can simply click on the record to expand it that means that we can update Jack's record without needing to switch between tables which is especially useful because that just saves us a lot of time of salespeople since we always need to be updating things sending people in an email opening new opportunities and we want to make sure that all of our information is up-to-date so let's change the sweeps that is to qualifying on this qualification call with Jack we want to learn more about TDs and make sure they're really a good fit for our platform I also want to get an idea for the potential deal size so that we know if it's a high or low priority client tool of the notes for the call we can create a new activity let's say this is going to be our qualification call happening right now with Jack and we can simply log all of our call notes right here so let's make it actually a little bit easier for us to write this in let's expand the cell and now we almost have our very own notepad to take all of our call notes in on the call jack tells us about their current provider for HR solutions so let's make sure that we note that down also so we can do some research into this product and we also tell him about our free trial so he says he's extremely interested in giving it a shot and that if we're available if we could follow up in 15 days after the free trial expires that would be great so let's make sure that we note that down so Jack is going to try our free trial for 15 days and we're going to follow up after the free trial expires logging call notes can also be super useful of a colleague goes on vacation or leaves the company and we need to take over on one of their accounts simply by taking a look at their previous activity history with a particular account we can get up to speed on what has been discussed and then also how to take over overall it sounds like Jack is the perfect fit for our platform and is definitely interested in giving us a try let's create a new opportunity for TDS we can either create a new opportunity from this opportunities table or directly from this opportunities field in our activity table let's walk through how to do that just like linking an existing record we can create a new record in much the same way by clicking this plus button here and then instead of selecting an existing record we click this add new record button now we're adding a new record directly into the opportunities table so our opportunity is going to be TBS appertain status we've just qualified them let's make sure that we're linking everything that we need so the fields RasPi found the contacts and any next step so we should follow up in 15 days when Jack's free trial expires in an opportunity we can also log things like expected closed date the opportunity size probability of clothes or as the opportunity progresses we might start having proposal contracts and voices and it's really important to keep all of these documents here so that we can go back to them at any time let's take a look at what that opportunity looks like now in our opportunity table so there's the new record and we can see that a lot of our colleagues have actually used the other columns they've been able to create proposals contacts and voices and also other notes this is super useful because I'm able to see some of the details from my colleagues contracts and maybe even use some of that information when we're negotiating contracts with TBS later hopefully fingers crossed in era table you can also do a couple of interesting things like you can utilize the summary bar at the bottom of the table to perform certain functions on a field for example in this opportunity size field it can be really useful to say gather the sum of all of your potential opportunities so we can forecast how much we're expected to make as a company so we can quick simply click on the summary bar and use to some function alternatively we can also perform other functions like getting an average that we understand the average opportunity size deals that all of our sales reps are pursuing overall the sales rep the overall B summary bar really allows you to pull out additional insights from the existing sales data in your table in our table we can also create new views this allows you to create your own space to customize that you can view all of your opportunities in a way that you'd like to without altering what the rest of your team sees if you'd like to focus in on just your own opportunities you can simply create a new view and apply a filter so for example let's create a new view here and let's call this one Michael now we can apply a filter so that sales rep is Michael and now we've narrowed down on all the opportunity that we're working on so we really know where to focus our time if we want to get one step further perhaps we don't even want to see any of our close opportunities we just want to focus on the open one so let's add an additional filter so that the opportunity status is none of close one or close lost by narrowing in we're able to really focus on details like what next steps we have to take for example we sent out an initial email to Jay and we don't have any next steps to follow up so let's make sure that we are really on top of all of our tasks so we're able to start moving accounts through the pipeline and close deals faster all the changes that I make this you will be saved and now I have my very own personalized dashboard of opportunities I can come back to most importantly each sales rep can create their own personalized dashboard - depending on what they'd like to focus on to help them close do faster a sales manager can also create their own personalized view to get an overview of all their sales reps opportunities as well by using the group by feature so let me show you that let's create a new view let's call it grouped by sales rep and using the group by feature we can easily see what each sales rep is been working on so let's group by sales rep and now each sales rep opportunities are neatly categorized under their names we can also use a summary bar here as well to perform functions on the individual groups themselves by using the sum function on the opportune size field we're able to see that Michael total opportunity size is much higher than Jim's however if we say use an out bridge on this probability close field we can see that Jim's average probability of clothes is much higher than Michael by using the summary bar and groups records you can personalize reports based on each sales reps performance to inform how maybe they can be more effective in their roles and how a sales manager can assist better on areas that perhaps they're falling short on or areas that they could be spending more time on we can also create a Kanban gear to visually depict an entire company's pipeline this helps everyone to see all the opportunities neatly stacked under the opportunity tatis being able to visualize the pipeline in a Board of SAS cards and help you notice important details like where the bulk of your opportunities are in sales process and also to identify bottlenecks for example most the opportunities that have not been closed yet are in the negotiation status if I want to learn more about an a particular opportunity stuck in the status so Sega's Parks Department of Pawnee I can simply click on it and expand the record by looking through the record I can get an idea for why this opportunity is still in negotiations and also mention the sales rep on the steel to talk about how we can get this opportunity moving through the pipeline faster in a Kanban view you can also easily drag and drop records across statuses so say TBS comes back and request a proposal from us since they're really loving our free trial already we can quickly update opportunity by dragging it simply to the proposal status the compound view makes it really simple for your whole team to see within the pipelines and to also make updates in real time lastly we can create a calendar view and plot the expected post days for all of our opportunities so this helps us forecast all the deals that our sales reps will be try and close each month if a closed date is expected to change so for example the Bluth company's expense is a quote actually much later in January we can simply drag and drop the record to update its close date now we can see the expected closed date has been updated like mentioned all of your views will be saved and you can return to them at any time without ever altering what your colleagues see on this main view now along with learning how to create new contacts accounts opportunities and activities we've also learned how to customize and create personalized views for each member of your team and to generate insights at a glance using the summary bar on the sales rep table you can also have a liberty of using more formulas if you'd like to not only calculate quota but say you can calculate a sales rep quarterly quota how much is that quarter they've met for that quarter and then for that say all four quarters in total so in a yearly performance which makes it really useful in a review to see how they've been doing and also different areas that they need to improve upon and that concludes our webinar for today err table is an incredibly flexible tool so don't be afraid to adjust the template for your own unique sales team also if you have any questions please don't hesitate to reach out as support at our table comm or you can look for an answer to your question at support our table comm also keep an eye out for future demos and webinars if you're interested in learning more and we look forward to seeing you on our table thank you so much for watching