Give your sales team a set of steps to follow on the path from lead to sale. Include the necessary steps that need to be checked, and make sure you're involving relevant decision-makers. Customise the sales board and opportunities, and in just a few clicks you have a tailored sales process.
Sales process is part of the Upsales Product CPQ
This article covers:
Sales process: BASIC & PRO compared
There are two Sales process options to choose from:
| Sales process BASIC | Sales process PRO |
| Get sales coaching recommendations | Get sales coaching recommendations |
| Choose which stages to display the sales process checklist | Choose which stages to display the sales process checklist |
| Customise card layouts with text, next-steps, and icons | Customise card layouts with text, next-steps, and icons |
| - | Add custom sales process checklist items |
| - | Option to switch between custom title categories and Stakeholder categories |
| - | Add custom title categories for contacts in your opportunities |
| - | Add custom job titles and decision-makers to the sales process |
| - | Add related companies to an order or opportunity |
How to create a Sales process
- Click Settings → Pipeline → Sales process:
- Under Sales process, click Create new:
- Give your process a name, and choose if it's for specific users or roles. If no specific user or role is chosen, the sales process applies for all users.
- You'll then see a list of default checklist items:
- Always having a next step
- Verify budget
- Verify our solution
- Verify timeframe
- Identify decision-makers
- Click to toggle these off or on:
- In each of the list items you can make edits. For example:
a. Always having a next step
You can define what counts as a next step
b. Identify decision-makers
You can define the person (with a role) to speak with during the sales process.
c. All options
You can define which stage of the sales process the items should be shown
- Click Save
- Now when you create an Opportunity, you can activate the Sales process:
- Once chosen, the Sales process's checklist items appear in the Opportunity's Tasks tab:
- Tick the box when you've completed an item and it appears at the bottom of the opportunity card:
- Where the checklist says Plan a next step, hover over and click to plan a call or book an appointment:
- The checklist item is automatically checked after a next step has been planned
- When ticking the box for decision-maker, add a contact with the required title category to the opportunity. Alternatively, involve the person in the sales process through an appointment or phone call
- Click Next to review and then Save
- Click the Status toggle to make your sales process active:
Note that adding a sales process does not make the steps mandatory to move an opportunity to the next stage. If you want to add fields that are mandatory for certain stages you can add custom fields.