Among the many useful features in your CRM system, there is a flexible, powerful tool that we are sure that you will find useful – selections.
Selections help you get useful information from your CRM database. It allows you to use all kinds of criteria to get an overview and easy access to your most used groups of information. They can help you:
- analyze data to get to know your customer base
- compare sets of data against each other
- segment your customer base
To give you an idea of where to start with this tool, we will describe four selections that will be key in any sales team.
1. Overview of my prospects or customers
For sales representatives
By creating a selection of all your prospects or customers you get a quick overview of your opportunities. You can see what stages prospects are in and the breakdown of prospects per stage. You can keep track of your sales to see if there is anything you have missed. If you are traveling, you can, based on zip code, take out a list of prospects or customers in the area to arrange meetings with.
How to create a selection of your own customers or prospects
- Make a new selection
- Go to Selection of and choose Contacts/People
- Go to Selection is and choose Dynamic
- Select criteria:
Prospects:
- Go to Category, then choose Prospects
- Go to Company, then Our contact and select yourself from the list
Customers:
- Category: Customers Our contact / Our contact / = select yourself from the list
- Click Ok
You can now search for your selection whenever you need it, just click Update to get an updated view.
2. Overview of all customers
For sales managers
With this selection, you will get a quick overview of all customers. You can use it for analyzing customers and prospects based on geography, industry, account manager, roles, or products. You can create calling lists for salespeople, or mailing lists for newsletters and promotions. You can also keep track of targets and milestones, like the number of customers or users of your products and so on.
How to create a selection of all customers
- Make a new selection
- Choose "Selection of": Contacts / People
- Choose "Selection is": Dynamic
- Select criteria:
- Category: Customers
- Click OK
3. Overview of pipeline or open sales for your sales team
For sales representatives and sales managers
With a selection of all the sales your sales team are currently working with you get an overview of the current state of sales in your business. Here are a few things you can do:
- Get an estimate of the value your team has the potential to close.
- Find out where your sales come from.
- See which phases all sales are in.
- Learn more about each salesperson's performance, like how far they have come with each sales opportunity.
- You can even use this list to go through every case with your team members to guide them in their sales process.
How to create an overview of open sales opportunities
- Make a new selection
- Choose "Selection of": Sales
- Choose "Selection is": Dynamic
- Select criteria:
- Sales - User ID: select the persons whose sales you want to see
- Sales - Date: define the time period
- Sales - Status - Open
- Click OK
Now you will see all open sales that belong to the people you chose in a set period.
4. Overview of sales that are not followed up on
For sales managers
By getting an overview of which sales the sales team has not followed up on, you can make sure you don't lose any opportunities.
How to create a selection of sales that are not followed up on
- Make a new selection
- Choose "Selection of": Sales
- Choose "Selection is": Dynamic
- Select criteria:
- Sales - User ID: select the persons whose sales you want to see
- Sales - Date: Select "Before Today"
- Sales - Status - Open
- Click OK
You will now see all sales that have passed the date the salesperson set for decision or next activity. Never miss a deal again because of bad organizing!
These four selections will help you to work more effectively with sales. You get easy access to important information. You also get an overview of your most valuable assets – your customers and sales opportunities.