Sales workflow & process in Sugar PRO - help!

[sentry1]

Hi - Please help if possible!

I'm trying to write a complete sales workflow including related activities in Sugar Professional 5.2.

This is ensure consistency in how the various sales stages are recognised and recorded by members of the team in Sugar.

I basically want to create simple documentation to ensure that every team member knows exactly what should be created/set-up in Sugar at each stage of the sales process.

I already have the User Manual as a PDF and have gone through it carefully. It would be very useful to have a more in-depth overview of various scenarios in relation to sales.

so....

1- LEAD entered into Sugar (not convinced of value of using Targets but willing to be convinced!)

2- Qualifying call made to LEAD to find out more

3- If LEAD looks good and there's potential, then convert LEAD to a CONTACT and create an OPPORTUNITY and ACCOUNT

4- If there could be future sale with LEAD i.e. shows interest but only wants to 'keep in touch' then WHAT????

5- If LEAD looks bad then WHAT???? stays as LEAD? How can I classify him out of future calls but record that he's been called up?

6- If OPPORTUNITY is "CLOSED - LOST" then what happens to CONTACT? Does it go back to LEAD? Maybe there's future value from him/her?

I'm also interested in how to capture likelihood of sale being made. I know that the 'probability' is captured in the opportunity depending on the sales stage but the team member is also likely to have a hunch that would be useful to capture too - outside of where they are in the sales process.

Are there any pre-installed process workflows in Sugar Pro 5.2? I'm wary of being too prescriptive of process but I'd like to see them if they exist.

Also, any ideas on tracking my team using the dashboard? I want to see the pipeline funnel for each employee but can't find how to edit the graph to filter by user.

Any help would be much appreciated.

Thanks,

Sentry1

[sugarcane]

Hello Sentry1,

Please see my response below:

1- LEAD entered into Sugar (not convinced of value of using Targets but willing to be convinced!)

Targets are generally used for example if you purchase a random list of names and want to send them an email marketing campaign. These are all non qualified people you have never contacted or spoken with and you do not know if they will be interested in your products or services. Generally, if anyone responds positively to the campaign, you could then convert them into a Lead. Using Targets is not required.

2- Qualifying call made to LEAD to find out more

ok.

3- If LEAD looks good and there's potential, then convert LEAD to a CONTACT and create an OPPORTUNITY and ACCOUNT

Yes. An opportunity by default must be attached to an Account (it can also be attached to a contact). So at the point you are ready to create an opportunity, this is when you want to convert the Lead into an Account and Contact

4- If there could be future sale with LEAD i.e. shows interest but only wants to 'keep in touch' then WHAT????

In this case, if an opportunity was created, but the deal did not go through and there could potentially be business in the future, then simply update the status of the Opportunity to Closed Lost. There is a Status dropdown field in the Account module. So you can use this to help you track that this account is a 'prospect' and not a customer (there are default values in this field, but these can always be customized to your business needs). The contact and account would remain in contact and account modules.

If it never got to the opportunity stage, then you can leave them in the system as a lead and log a note with the details. You can use the Status field to track the status of this lead.

5- If LEAD looks bad then WHAT???? stays as LEAD? How can I classify him out of future calls but record that he's been called up?

If you have a lead in the leads module, and you contact them and there is nothing that will happen with them (no potential opportunities), simply change the status of the lead to 'Dead'. You can log a call in the system so that there is a record that they were contacted. There is also a 'Do not call' checkbox on the leads module, so this can be checked off as well.

6- If OPPORTUNITY is "CLOSED - LOST" then what happens to CONTACT? Does it go back to LEAD? Maybe there's future value from him/her?

Look at my answer to #4

I'm also interested in how to capture likelihood of sale being made. I know that the 'probability' is captured in the opportunity depending on the sales stage but the team member is also likely to have a hunch that would be useful to capture too - outside of where they are in the sales process.

A custom field can be created to track the 'team member hunch'

Are there any pre-installed process workflows in Sugar Pro 5.2? I'm wary of being too prescriptive of process but I'd like to see them if they exist.

Not entirely sure what you mean by this.

Also, any ideas on tracking my team using the dashboard? I want to see the pipeline funnel for each employee but can't find how to edit the graph to filter by user.

With Sugar Pro, there is a forecasting module to help track the sales pipeline, quota, and results. There is also the reporting module, where you can create any reports you need to track pipeline. There are some default pipeline graphs in the dashboard to begin with, and any summation reports you create (with a graph) can also be pulled into the Dashboard.

Intelestream has a great deal of experience customizing and setting up Sugar to specific business needs. We would be more than happy to discuss your needs in more detail. If this is something you would be interested in, please feel free to contact Ray Stoeckicht at rays@intelestream.net or 888-435-2221.

Thanks

[DigiCRM]

Sugarcane, thanks for the detailed and well thought response. How would you recommend a B2C work flow? I would like to just use the contact and create an opportunity from the contact (Avoiding account) but we ran into a lot of problems. Now we use a contact and create an account as well before creating an opportunity.