Sales Process Funnel Stage Allocation

You can define the sales stages that appear in the Sales Process Funnel™ and the Selling Actions and Customer Actions that display for each stage in the Sales Process Funnel™ Stage Allocation page.

To define stage Selling Actions, and Customer Actions:

  1. At the Sales Access Manager Admin Tool Main Menu, click Reference Data Maintenance and then click Funnel or Scorecard Reference Data. The Funnel and Scorecard Reference Data menu appears.

  2. Click the Sales Process Funnel™ Stage Allocation link. The Sales Process Funnel™ Stage Allocation page appears.

     

The following are explanations of the fields on this page:

Option

Description

CRM Stage

Displays the Sales Stage labels from the CRM.

Probability

Displays the probability values for the corresponding Sales Stage from the CRM.

Exclude

Click this checkbox to exclude the corresponding Sales Stage from the Sales Process Funnel™ display.

Selling Actions

Text that describes the Selling Actions for the corresponding Sales Stage. Press Enter after each action to start the next action on a new line.

To indicate an action as a Recommended action for the corresponding Sales Stage, type an asterisk before the text as in the following example:

* Initial scoping call / meeting

CRM users can choose to display Recommended actions in the Possible Actions dialog box in the Blue Sheet.

Customer Actions

Text that describes the Customer Actions for the corresponding Sales Stage. Press Enter after each action to start the next action on a new line

To indicate an action as a Recommended action for the corresponding Sales Stage, type an asterisk before the text as in the following example:

* Give Access to Key Stakeholders

CRM users can choose to display Recommended actions in the Possible Actions dialog box in the Blue Sheet..

  1. (Optional) Click the Exclude checkbox next to all Sales Stages you wish to exclude from the Sales Process Funnel™ display.

  2. Type the desired text in the Selling Actions and Customer Actions text boxes next to the applicable Sales Stages as desired.

  3. When you have completed entering information, click Save.

  4. Click the Sales Process Funnel™ tab and ensure the applicable Sales Stages and actions appear.


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