02-03-2008 01:01 PM
02-13-2008 07:24 PM
02-15-2008 05:48 AM
08-16-2008 03:02 PM
What I think is important is to decide if you have more than one sales process and build these first. These should be based on what you want to report like divisions or product segments. Then you need to have stages that are the primary touch points for each process and they may be different. While many of the sales schemes describe particular methods these need to represent the business not just a theory.
I have often found less steps is better. It is also important to decide when the opportunity is created and for many businesses it is only after the opportunity is qualified not when they are still only a suspect.
To work out the % for your business you first need to have 100 processes and then continue to refine to know what it is for your business.
02-11-2009 04:44 PM
I am relatively new to ACT but love its flexibility. I am a bit confused as to how to use it in my sales process because my industry is a bit different. I do sports and school photography. I have a couple of "tiers" of customers. My main contacts are board members from sports leagues, they are who make the decision for the photographer. The people who actually purchase the products never really get entered into my system because it isn't necessary.
Here is how I am currently doing things.
Since there are so many leagues and schools out there I do not put them into ACT until I have made contact with them. This is part of my problem now, I really don't have a good way of keeping track of the list of leagues or schools right now before I actually make contact with them. I then add them to ACT as a Group. I track my emails and communication with the prospect or "group" and once they become a customer I covert them to a company. I have Groups and Subgroups as well as Companies and Divisions. A group would be "Baseball" and it would have subgroups of different leagues that are prospects. I do the same thing with Companies and Divisions. This allows my staff to easily find a league and since different sports are in certain times of the year, they do not have to sift through 100 football leagues during baseball season.
I don't use opportunities because they can't be converted once they become a customer, so I feel like I am having my staff retype everything again.
I am only a few months in, so if I am going to change this, I imagine I should do it now. I have a feeling that I am not doing this as I should.
04-04-2009 05:21 PM
06-09-2009 08:47 PM