MiniCRM Sales Module
MiniCRM sales module organizes and prioritizes your leads and customers so you can close more sales successfully and pay attention to the really important customers.
Leads are recorded in different statuses according to their willingness to buy. In this module, leads go along the sales process until they become customers. Lost customers are also recorded.
Leads who are visually in the lowest statuses of Sales status group are the most important ones. You can easily decide which tasks should be performed earlier based on the status (importance) of the lead or customer. See detailed description under the Tasks’ priority section.
The main logic of Sales module is that you have to set the values of 3 key fields on opportunity cards. The system automatically prioritizes based on these values. Every lead who is added to MiniCRM gets into the Qualify status. You have to set the values of the three key fields to add them to another status.
In this field, you can set the status of sales, whether it is still in progress or already closed. The module automatically indicates if you haven’t dealt with a lead for a long time.
In progress: Sales is still in progress.
Closed won: Successful sales.
Closed lost: Unsuccessful sales.
Forgotten: Cannot be chosen manually. It is set if you haven’t contacted the lead for some time. You can set that value (number of days) in Module settings.
Leads are qualified based on objective criteria, for example, company size, yearly revenue, number of existing customers etc. In order to qualify consistently, it is important to have a clearly defined target group that is known by every colleague. Qualification is permanent, it only changes at wide intervals (1-2 year).
Non-target group: The lead doesn’t belong to the target group. It doesn’t mean that there is no chance to sell but it’s rare.
Target group: Ideal lead to whom you can offer a solution.
VIP: You should pay special attention to them. If you narrow your target group, VIP leads form the biggest part of it.
Leads are rated based on subjective criteria. If you managed to speak with the lead several times, you get an idea how motivated they are. The rate of leads’ commitment could change daily.
Not interested (0-25% chance of closing): The lead is not interested in your products, services. It is still possible to sell them something, but it’s highly unlikely.
Undecided (25-75% chance of closing): The lead is fairly interested but you have to pay special attention to them.
Committed (75-100% chance of closing): It is easy to sell to these leads, however, don’t neglect them.
If you qualified a lead, you can easily decide how you should manage leads in different statuses by checking the 9-box table.
Committed VIP (Must close): Lead qualification: VIP; Lead rating: Committed. Those VIP leads who are ready to buy something from you. If you have time to manage only one task, perform one that belongs to this status.
Focus prospect (Follow-up often): Lead qualification: Target group; Lead rating: Committed or Lead qualification: VIP; Lead rating: Undecided. The second most important status following VIP. Pay special attention to leads who are in this status
Prospect (Regular follow-up): Lead qualification: Target group; Lead rating: Undecided or Lead qualification: VIP; Lead rating: Not interested or Lead qualification: Non-target group; Lead rating: Committed.
To this status belongs a really important segment: Undecided Target group. If you concentrate on these leads (you need to persuade them into buying) you can close more sales and increase revenue. However, don’t forget to manage other leads in this status.
To convince Undecided Target group leads you need to work hard and pay special attention to them. Many sales reps don’t spend enough time to manage them and this is why most of the potential leads are getting forgotten and never buy. However, the easiest way to increase revenue is to pay special attention to these customers.
No chance (Follow-up few times in free time): Lead qualification: Target group; Lead rating: Not interested or Lead qualification: Non-target group; Lead rating: Undecided or Lead qualification: Non-target group; Lead rating: Not interested. Lowest chance of buying. Don’t waste too much energy trying to persuade them because only a few of them turns into customers.
To sum up, customers should be classified based on two simple criteria: motivation level and target group. MiniCRM defines the priority so sales reps can concentrate on opportunities who generates more revenue. Since the system highlights the especially important leads, sales reps can easily decide which tasks should be performed first.