Connecting sales activities with sales actions in Pipeliner CRM

Sales Activities: Where Attention Goes, Energy Flows! Pipeliner CRM’s Sales Activities feature gives you the option to define what should be done in each step of your sales process. With Pipeliner CRM’s Sales Actions Required Fields feature, various fields can be made mandatory, and sales opportunity cannot be moved unless all of them have been completed. This means that sales team performance becomes more consistent, and little to nothing is ever left to chance. And we connected these two features in order to help you automate some of your sales activities based on the sales actions. Here's automatic sales activities checking based on the sales actions completions:

Connecting Sales Activities with Sales Actions [Video Tutorial]

Screencast: Play in a new window.

Terminology

  • Sales Action - A sales action or buyer's action is a single action that buyer needs to take in order to help you to move the opportunity from one step in the process to another. In terms of Pipeliner CRM, it's a custom field within sales opportunity that should help you better qualify your opportunity. Example: Buyer confirms budget.
  • Sales Activity - A sales activity is an activity that sales people needs to do perform when working with potential customer.
  • Sales Activities Checklist - A sales activity checklist is a list of all sales activities that sales people needs to finish within one sales step in the sales pipeline in order to move the opportunity from one step to another.

With Pipeliner CRM you can customize the buyer's actions and link them with the sales activities checklist within the sales opportunity form. On the example below, we show you how to connect the information you get from buyer with the activities you need to perform. Keep reading...

Connecting Sales Activities with Sales Actions [Guide]

#1: Create Sales Action (Custom Opportunity Field)

In order to connect a sales action i.e. an opportunity field on the form with the sales activity checklist, you need to follow these steps:

  1. Run Pipeliner CRM
  2. Click on the "Administration". Pipeliner CRM Access Administration
  3. Click on the "Fields and Forms". Pipeliner CRM Open Fields and Forms
  4. Click on the "Opportunities". Pipeliner CRM Access Custom Opportunity Forms
  5. Select the form to which you would like to add a custom field that should be connected with the sales activity in the sales step checklist. Click on the "Edit" button. Pipeliner CRM Edit Opportunity Form
  6. Create new Field. Pipeliner CRM Create New Custom Field Pipeliner CRM Custom Field Properties
  7. Drag and Drop it into the "Sales Actions" part of the form to the dedicated step in your sales process. Pipeliner CRM Add Field to Form
  8. Make this field required. Pipeliner CRM Make Field Required
  9. Publish changes. Pipeliner CRM Publish Changes

This way you can link many fields on the form with the opportunity checklist e.g. account or contact or even opportunity value. Your options are limitless.

#2: Link Sales Action with the Sales Activity

In order to link a field with the sales activities checklist within the sales opportunity, follow these steps:

  1. Run Pipeliner CRM
  2. Click on the "Administration".
  3. Click on the "Sales Space".
  4. Click on the "Sales Pipelines". Pipeliner CRM Select Sales Pipelines
  5. Click to "Edit" the sales pipeline. Pipeliner CRM Edit Sales Pipeline
  6. Click "Edit Sales Activities". Pipeliner CRM Edit Sales Activities
  7. Click to "Add Sales Activity" and select the option "Add existing field (see fields and forms)". Pipeliner CRM Connect Sales Activities with Sales Actions
  8. Search for the field we created and click "Add". Pipeliner CRM Select Sales Action
  9. Click "Save" in order to update sales activities checklist. These changes are updated immediately to all your users based as it does not require publish process. Pipeliner CRM Select Sales Action Save

Pipeliner CRM now recognizes the completion of the field within the form. If you use and fill-out the field on the form, Pipeliner CRM automatically checks this sales activity within the checklist.

#3: Automatic Sales Activities Checking

You can link any field from the form to any checklist within the sales opportunity.

  1. Run Pipeliner CRM
  2. Open the Sales Opportunity. Pipeliner CRM Open Sales Opportunity
  3. Find the field we created (see that the checklist is not yet check)
  4. Fill-in the field.
  5. See that Pipeliner CRM automatically checks this activity as done. Pipeliner CRM Automatic Sales Activities Checking

Research shows that companies with a well-defined sales process consistently outperform their competitors.

 

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