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so here we have a sample sales process that includes various tasks that are carried upon by a sales team in general let us see how automate CRM can help you streamline and automate these steps the first step is to enter the lead information into the CR Ott automate CRM has native integration with various platforms such as Facebook Instagram just dial trade India Etc let us consider that we have a new inquiry from India world with our native Integrations with indiamart the inquiry details gets automatically captured into the CRM so as soon as a new inquiry is received a lookup is performed to find a matching customer profile based on the mobile number and email ID if a matching contact is found then the inquiry details such as the product name description location gets captured as a new opportunity if not a new contact gets created automatically now this is usually followed by a qualification call so where workflows a call is assigned to the qualification team if the inquiry is qualified it gets assigned to the sales team in a round robin fashion otherwise it is marked as a closed loss deal with the reason is unqualified now inquiries coming from such platforms require immediate And Timely action as such we can also set up time-based rules such as if the opportunities sales stage is not changed in two hours then it gets reassigned to another salesperson after the requirements have been collected it is required to send a code to the customer this might require a approval mechanism such as if the discount applied is more than 10 percent then it should get approved by the team lead in automate CRM you can easily set up such approval flows even with multiple levels also a notification can be triggered to notify the concerned user once the code is approved it is ready to be sent to the customer now here the sales person could be spending a lot of time creating those PDF documents and then manually sending the emails to the customer in automate CRM you can save this time by creating PDF templates so as soon as the code is approved the PDF gets generated and is sent as an attachment via email to the customer along with that the opportunity sales stage also gets changed to quotation sent this saves a lot of time of the salesperson and keeps the information up to date in the CR also we can set up a automation to allocate a task to the salesperson to call and update the customer that the proposal has been sent now if the code gets accepted the sales stage gets changed to closed one and the finalized amount is captured back into the opportunity otherwise if negotiation is required a revised code needs to be generated and the steps are followed again as the adhere so let us jump on to CRM and see all of this action in real so here I have logged in as an admin user before we go any further let us quickly have a look at the organization hierarchy to do so let us go to the CRM settings and under user management we have got the rules and permissions setup so when I go to the rows which have got the CU role on the top followed by the Vice President then the sales manager than the salesperson followed by the lead qualification role so as we discussed earlier whenever we get a new inquiry from India Mart it gets assigned for lead qualification in this case we have a user called as Krishna which has got the lead qualification role as a next step I am going to push from dummy inquiry to the CRM and then we login as Krishna Prasad and we observe how the operations happen with the krsna's account so I'm going to sign out from rana's account and we will login as krishna's account sign out from here let us provide krsna's Account Details and I'm going to push from sample inquiry from the India Mart as the lead source let us do that quickly are pushed a new inquiry from vinay Kumar and the company as Vista Enterprises now as soon as the inquiry is received from India Mart into the CRM a notification is sent to Krishna that they have a lead qualification call any inquiry let us look at the list of opportunities of Krishna so as you can see over here a new opacity has been created for vinay Kumar let us open that all the details from the inquiry have been captured over here a new contact has been created and a new company called as Vista Enterprises also has been created the lead source is set as India marked the sales state is New and the message is also captured over here along with that a call is assigned to Krishna for lead qualification now once I have done the call with the lead I can update the details of that given call in one single place let us click on this edit option over here so as you can see here we can provide the call status which is planned or held or not held in this case since we have done the call you can mark that call as health I can provide the call somewhere for example if I feel that the lead has been qualified and whatever the conversation that I had with the lead that call somebody can be given over here now in case a lead was busy or has requested for a call tag I can schedule my next follow-up in this same given form also if You observe I did not go and edit the opacity and update the sales stage I can update the sales stage of the opacity from this same given form so as we feel that this lead is qualified I can update the sales stage from here itself as qualified let's save this gun form and let's refresh this page now if you see over here there are few things that have changed such as there's a new call which has been assigned to caution for leads requirement collection along with that if You observe the sales state has changed to assigned so we have an Automation in place that whenever the sales stage is changed to qualified through automations the lead gets assigned to the next sales person in round robin fashion in this case control sync is the next salesperson also a notification is sent to kaushal Singh for the requirements collection call as the next step we log in as kaushal saying and we'll do the further sales operation so I am going to log out from this account and we will login as cautious things account so I'm going to provide the details of conscious account so as we log in we see the dashboard and you can see that the list of overdue activities and all the details go into the list of opportunities so we have that given a positive visible to us over here let us open that and we have got that given call which has to be done all Commerce collection also I can see a quick description the standard set of questions that have to be put up against a given lead for requirements collection now once I've done the requirement collection I'm going to update the status I am going to update the opportunity with the details captured with the lead and we'll move on to the next step which is to send the proposal let us update this given code we'll say it is held before the call summary again over here uh looking for current Transformer before and off this month and quantity is looking for is one and we'll say this is uh in progress now and if there's any callback or any follow-up is required offer the requirement Corrections have to return or clarification to be done or we have to give any input back to the customer or that you can schedule the next follow-up call over here itself let us save this one and we are going to see the details and then update whatever the information that you have captured in that requirements collection call so I feel that this is a highly likely deal that I can close the target is by the end of this month the product that he is looking for is current Transformer I can just type in over here or I can pick up a product from the list in our inventory we have the other details which are captured from the inquiry let us save this one now once all the steps in terms of government collection have been done and we are ready to send the proposal to the customer I can update the sales stage over here as prepared estimation I can just go ahead and I can create a new code in the system itself since you have already picked up the product over here that product will be carried upon into the code automatically so let's go to the more options and say create code now all the details are carried forward from the opportunity into the code so as you can see the opportunity is already picked up the customer of national details have been already picked up we'll find a name over here so I'll say okay [Music] I'll put this given code in a draft mode for now we'll copy the details of address from the linked customer information and it's going to be same as the billing information as you can see over here the product has already been picked up from the opportunity into the code also we have got an alert that there is not enough stock we'll see how we can communicate on this with the team members using comments section that's what the text region and the text mode as individual and we saved now since I'm not sure about the stock right now I am putting this given code in the draft mode right now and in the first thing now you can see all that information is available to you in one single place so we have got list of all the escalations the linked contacts all the proposals that we are preparing against this key on apostrophe all the products that are required so all that information is available to you in one single screen now as we mentioned over here that there is not enough stall so I'm going to communicate with our team lead and see what they say to do so I can put up a comment over here I can mention that given user for example I'll say for Rana there is not enough stop should I go ahead and send the proposal put this command and since I mentioned Rana in this q1 comment Rana would receive an email notification and then she can reply back on the Steven comment in that way all that internal communication that you are doing in this given deal gets stored into commands and we have that available as reference going ahead let us post this one foreign she can reply on this given command and this way you can have a complete thread of internal communication and notes available in one single base now let us say that Rihanna has given us go ahead and she has told that we can go ahead and send the proposal so let us go ahead to the list of codes in this given apostrophe does edit that and I feel that I should give a discount of 10 percent to increase the chances of getting the steel now we also have one Automation in place which is for the approval mechanism so whenever a sales person applies a discount of more than 10 percent it goes for approval to the team lead let us see how that happens so we'll apply a discount over here and I will say I would like to apply 10 discount see this one and since I am ready to send this given proposal I'll mark the stage as created but if you're observe over here the options are limited over here I do not have the deliver or accepted or rejected options available over here the only two options are drop and created so in automated CRM you can even Define at a given step what are options or the movement that you can set up so let us say here it is ready I'll mark it as create it and we save this given code now since I've applied a discount of 10 percent immediately an approval request goes to the team lead now if I go to this given code let's go to the details and you can see here under the approvals list this approval request that has went to Rana since I have applied a discount of 10 percent let us login as Runners account and approve that given request so I'm going to sign out from this account and we will login as rana's account foreign with rana's account on the dashboard also we can see the list of approvals which are pending for run so you can see here we have the approval 18 for the next current Transformer port let's go to the list of approvals and from here we can take action to approve all rejected given after all request once I've reviewed the code so I can just open up this one in a new tab I can have a quick look from here itself right so once I have reviewed that given code and the details for example here I can observe that it's a discount applied of more than 10 percent and such kind of information and if I feel that this is all okay I can go ahead and I can approve this given approval request let's click on the approve option provide the details or if I have notes do not provide more than 12 percent discount and we save it as soon as that is done the approval automation gets triggered and then there are certain automations which are in place which is for the PDF generation and sending out that PDF we just donated on the PDF template as an attachment over in let us go ahead and open up that given code so as you see over here the code stage has automatically changed to deliver in the previous step caution has marked that given State as created and then it went for approval now without any manual intervention the court has been already sent if you see over here even the PDF which was donated is available to us under the documents section along with that a call has been assigned to caution to call and inform that given customer that we have sent out the proposal under the documents list you can see the documents which is the PDF which got generated the approval list you can see that has been approved on list of calls over here so once caution has done a call we can update the call status about informing the customer that the proposal has been sent and then we have to wait for the input from the customer whether the code has been accepted or he needs a kind of reusion and sort of things let us again login with kaushals account and let us assume that the customer has approved or accepted a given code now if You observe over here since all this was automated in a normal scenario if we did not have this Automation in place caution would have been still spending time creating the document doing the document merged getting it reviewed and it is quite possible that there could have been any human error such as the spelling mistake or in terms of the pricing which has to be copied from the CR input document then he has to attach that document over email right out that given email and send it out so in this way whenever we apply this automation the sales person focuses more in terms of the core functionality or the core responsibility that he has and other than doing all these mundane tasks just go to the list of course again so this code has been delivered to the customer and as you can see over here the state has been changed to estimation sent in the apostrophe as well now let us go and Mark that given code AS accepted so let's go and edit this given code and we will mark this given code AS accepted if the customer has denied or he needs any kind of Revision in that case we'll mark this quote as rejected and we have to provide the reason lost now this same information will be captured back into the opportunity so in this case let us set is accepted and you save it so as soon as we do that we'll see the changes in the opportunity such as the total amount has been captured back into the opportunity from the code which is 90 000 the sales stage has been automatically changed to closed one the latest score status has been captured in the opportunity as well which is accepted along with that the closing date and time also has been captured along with that if you see over here under the escalations tab based on our time-based rules we also have certain escalations over here going back to the summary so we have all the information about this given opportunity all the activities all the internal communication list of course escalations and everything in one single place now as a Next Step the given code will be converted into a sales order and then the further payment Cycles payment collection and the projects will be triggered now let us logging back with the rana's account who is a team lead and have a quick look at the dashboard let's sign out from here and let us login with wireless account so as soon as we log in we see the dashboard over here with various tabs over here such as my dashboard meetings overview sales support and projects so over here I can see the complete sales funnel with the filters online all or different users so if I say all I can see by each user how many deals we have in different stages over here scrolling down I had a list of all the today's calls all my approvals which are in the pending state went on I have the list of all the project tasks which have been assigned to different users with their completion being marked over here I can see how many computed how many appending that I have got my sales pipeline by different users and the amount and the account in different different stages for each and every user tickets and such things going to the meetings tab I can see that information about the meeting rate that is how many calls we are having for each and every month scrolling down I have the calls call but different users in the given month also have caught the count of meetings by different types such as I can see over here I've got 78 General calls three sales calls eight requirement correction calls yeah good amount of follow-up calls depending going to the sales tab we have got a bar chart which gives the count of opportunities by different users which are in the negotiation stage then we have got the sales funnel opportunities by different stages and the accounts by different users the list of top opportunities right then you've got the sales pipeline scrolling down we have the count of deals close by each and every month then we have revenue generated by each and every month tell me about a pyramid which gives you the amount of different sales stages then we have one quick interesting over here which is a custom path chart which is pinned from the reports module on the dashboard which tells the most common reason for losing out on the deals and as you can see over here the highest and the most frequent reason over here is the price so most of our customers are not happy with the proposed price so it indicates that we need to work on our pricing to close more deals is scrolling down we have got a bar chart which gives us the frequency by each and every product so as you can see over here we have got the highest amount of inquiries against the ciscalities for it second one is the LED street light it's scrolling down we have got a pie chart which is again a custom report which is pinned from the reports module on the dashboard it's a pie chart which tells you the count of codes by different stages so this is all for the sales operations in our next video we'll cover how we can convert our code into the sales order and then trigger the automations to initiate the project payment cycles and other things