Building a good sales funnel may seem like an easy task, but creating it goes far beyond naming the phases and applying them to the kanban. An efficient pipeline helps your sales team sell more and hit targets, so it requires strategy and the right settings.
Continue reading the article to see practical tips that will help you create your sales funnel in Bitrix24.CRM !
? Tip: To get the most out of this content, we suggest you read our article How to create a sales funnel from scratch .
Where to start?
When we talk about building a sales funnel and applying it to a CRM, it is important to emphasize the importance of having some pre-established requirements. They are:
Objectives of each phase/stage of the funnel;
Defining which phases of the commercial process/purchasing journey the customer needs to go through;
List of passage triggers for each step;
What are the SLAs within the commercial process to define your business's sales cycle?
If you don't have these rules defined yet, you can download our free tool that will help you map your business's purchasing journey.
In the example we bring here, the construction of the sales funnel was set up in Bitrix24.CRM and the purchase journey is based on the example applied in the tool we mentioned above.
Setting up the sales funnel in Bitrix24
With well-defined rules, it's time to see in practice some tips that will help optimize your sales funnel in Bitrix24.CRM.
In the sales process example, we will provide some tips for the opportunity funnel , which is within the business funnel.
To access the CRM on the platform, go to the left menu, CRM > Business > Kanban .
Attention: it may be that in your Bitrix24 the kanban stages appear with a different construction, considering that each company can customize the funnel according to its needs. Here, we are doing exactly as we defined in the spreadsheet we mentioned earlier. As the business is ongoing, we have 5 stages: Diagnosis, Solution, Proposal, Negotiation and Contract.
Here, our tip is for the Solution phase, and you can apply the rules to the other stages, if it makes sense for your business.
Starting with the passage triggers, it is important to make this field mandatory saudi arabia telemarketing data so that the salesperson understands that they need to perform some actions or get some confirmation for the lead to move on to the next phase.
Imagine a company with complex sales that is trying to sell its service to Petrobras, for example. In the journey, the lead is in the solution phase. The trigger for moving on to the next stage is to understand whether the solution that the company offers really makes sense for the lead. In this case, it is necessary to create the question that triggers the trigger, which is “Did the lead confirm that the solution presented makes sense for him?”
This is part of the company's sales playbook, which states that at the end of the presentation, the salesperson needs to obtain validation and then move on to the next stage. With this validation, it is possible to move the lead to the next phase, which is the proposal phase:
When placing the lead in the next phase, it is important to have a well-configured transition trigger, which will automatically ask the salesperson: “Did the lead confirm that the solution presented makes sense for them?”:
The seller has the option to select “yes” or “no”. If they close without responding, the process returns to the previous Solution step, and the same happens if they select the “no” option.
As it is a transition trigger, we need the lead to have actually agreed that the solution the company offers is right for them, that is, it makes sense to move on to the next stage.
To make this configuration, go to the Passage Triggers field , and click on settings:
As you can see in the image above, this is a List field. Here, it needs to be a list so that we can select “Required in stage”, causing the message to be displayed automatically when the lead is moved from stage to stage:
Next, we will select that, from the Proposal phase, to move on to the following fields it is necessary for this field to be filled in. If it is not filled in, the lead cannot advance.
Give it a save and the configuration is built.
The same also needs to be done when the seller selects the “no” option, for this we will need to work with automations.
Working with automations
If the seller selects “no” as the option, the lead returns to the previous phase. In other words, this configuration must be done. To do this, go to Automation Rules:
Within Automation Rules, we create a rule to Change Stage:
Click on + (Add) > For Employee > Change Internship. When we set it up this way, we can set conditions as follows:
Here, we put that when it is Equal to No , it goes back to the Solution step.
To complete, we will continue with the automations. Let's go to the Solution phase, and edit the element. Go to + (Add) > For employee > Edit element.
Next, we select the field “Did the lead confirm that the solution presented makes sense for them?” , so that the passage trigger works again. Otherwise, it will always be marked as “no”. Thus, the created loop works correctly.
The next tip is very important: adding tasks. When the salesperson leaves the Solution phase and selects the trigger “Yes, the lead confirmed that the solution presented makes sense for him”, we go to the Proposal phase, for example. To remind the salesperson what he needs to do in this stage, we can create a task:
In the Solution step, go to + (Add) > For Employee > Task.
Within the task, we need to select the option “After the previous automation rule” , as shown in the image below. This is because if the lead moves to the previous phase because they did not respect the transition trigger, they will return and the task will not be created. That is, the task will only be created when it is the right time, which is when the lead is ready to receive the proposal.
As per the example above, we enter the Task Name (2) and Description (3) in the settings. We also need to select the Business Responsible (4), and then enter the Deadline (5).
When we talk about deadlines, pay close attention! You need to set the period in accordance with your commercial process, respecting the SLA.
Also remember to select the “Working hours only” option to skip weekends and holidays:
After saving, the task is created. Here's what it looks like in practice:
Working with tasks allows you to understand whether the deadline is being met or not, in addition to helping salespeople organize their activities.
It is important that all phases have a task, that is, a well-defined next step. With automation, the process becomes automatic and progresses according to the passage between each stage.
? Tip: It’s not just salespeople who benefit from creating tasks. Managers can use the data to better control the sales process, as well as understand how their employees’ work is progressing.
The last tip is for another important automation, which is to control the deadline of tasks. Here, we can send a notification to the salesperson's supervisor, remembering that the supervisor is defined according to the company's organizational chart in Bitrix24.