This is not a technical issue question but more a question on best practice.
I have used the default pipeline with where leads start in the unqualified list. I have a closed - lost list which are for deals when the client says "no". My question is what is the best practice for deals where the lead remains unqualified. Does best practice recommend moving it to "Closed-Lost" or does it remain in unqualified or what is the best practice?
Most people want to look at their sales pipeline to understand what deals are progressing well, what deals need action, and what type of numbers/sales can they expect.
If I had a deal in the unqualified category for a extended period of time I would want to know why. Is it because my sales rep had a call and confirmed the client is unqaulified or is it because we still need more information.
If confirmed-unqualied it can be helpful to move the deal into the closed-lost column to indicate no further action is needed. This is reversible should something change. But moving a deal into closed-lost will effect reports like 'close rate'. If you don't want unqualified deals to effect such reports then you might consider deleting the deal all together.
If you can't get the appropriate information then we can look at these options. Leave them in the unqualified stage as a reminder to keep following up until the needed information is obtained. Or delete the deal so it doesn't effect reports like 'revenue forecast' and recreate the deal once communication picks back up with the prospects.
My experience running sales at a large tech company and dealing with the pressure meant do whatever is needed to push things forward. Creating binaries can be good for this... Either a deal is 1) confirmed-unqualifed or 2) needs more info to qualify. Once answered you can execute your plan for each scenario.
"Confirmed Unqualified" as you suggested and give them 0% probability" ^ ^This sounds like a good way to go. Keeping these deals means if something changes they can be updated/moved to a different column which is handy. Also as you say, if you assign 0% probability of closing to the confirmed-unqualified stage then reports like revenue forecast will not be effected. And it could be helpful to see how many deals bulid up in this column and if there is common traits between them.
I can't think of any reports this would skew and HubSpot allows you to customize the data reports pull in anyhow, so I don't see any issues going this route. No doubt you will find somethings to adjust as you start using your system but this is true for all systems.
Jul 22, 20204:27 AM - last edited on Jul 22, 20206:27 AM by sharonlicari
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Question on best practice CRM
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CRM is an extremely useful device that improves the administrative part of the company. In the event that you have updated the Privilege CRM, at that time you will surely get better results in the agreements, close more arrangements, and increase the options in progress and provide accuracy. With an answer like Soffront CRM, there is no charming recipe for keeping customers and producing qualified leads. I am working at Mcafee Activate and looking for opportunities to obtain more in-depth information about the client to improve business activities
Most people want to look at their sales pipeline to understand what deals are progressing well, what deals need action, and what type of numbers/sales can they expect.
If I had a deal in the unqualified category for a extended period of time I would want to know why. Is it because my sales rep had a call and confirmed the client is unqaulified or is it because we still need more information.
If confirmed-unqualied it can be helpful to move the deal into the closed-lost column to indicate no further action is needed. This is reversible should something change. But moving a deal into closed-lost will effect reports like 'close rate'. If you don't want unqualified deals to effect such reports then you might consider deleting the deal all together.
If you can't get the appropriate information then we can look at these options. Leave them in the unqualified stage as a reminder to keep following up until the needed information is obtained. Or delete the deal so it doesn't effect reports like 'revenue forecast' and recreate the deal once communication picks back up with the prospects.
My experience running sales at a large tech company and dealing with the pressure meant do whatever is needed to push things forward. Creating binaries can be good for this... Either a deal is 1) confirmed-unqualifed or 2) needs more info to qualify. Once answered you can execute your plan for each scenario.
I used to put confirmed-unqualified to another pipeline we named "For Nurturing". Here we follow a different workflow. We send them regular content just to keep them in our relationship.
For now, I'm still using the free version as I am still evaluating so I can only have 1 pipeline.
I could create a new list named "Confirmed Unqualified" as you suggested and give them 0% probability so it won't affect "close rate" and revenue forecast. Will there be other reports this could skew?
"Confirmed Unqualified" as you suggested and give them 0% probability" ^ ^This sounds like a good way to go. Keeping these deals means if something changes they can be updated/moved to a different column which is handy. Also as you say, if you assign 0% probability of closing to the confirmed-unqualified stage then reports like revenue forecast will not be effected. And it could be helpful to see how many deals bulid up in this column and if there is common traits between them.
I can't think of any reports this would skew and HubSpot allows you to customize the data reports pull in anyhow, so I don't see any issues going this route. No doubt you will find somethings to adjust as you start using your system but this is true for all systems.
