The Academy The Academy

Becoming a better saleperson

Table of contents

  1. 1Organizing your sales activity
    1. Our philosophy
    2. Suspects (Unqualified Prospects) vs. Leads
    3. Prospecting Lists, Leads & Client Folders
    4. Status vs. Sales Steps
    5. Defining Key Information on Leads
    6. The Importance of Categorizing Your Leads
    7. Managing Multiple Contacts in the Same Company
    8. Admin, Team Manager & User
    9. Customizing Your Account Interface
  2. 2Organizing Your Daily Activities
    1. Build the Perfect Setup for your Sales Team.
    2. Every Morning, Know Exactly What Leads You Need to Work On
    3. Follow Up the History of Your Exchanges & Bcc Email Conversations
    4. Set Reminders and Synchronize Your Account with Your Calendar
    5. Sort Activities for a Better Understanding of Your Leads
    6. Extended, Compact & Pipeline Mode
    7. Create Several Pipelines to Analyse Different Sales Processes
    8. Make your Most Important Leads Stand Out
    9. Find Leads by Using Filters
  3. 3How to Win at Cold Prospecting
    1. How to Organize your Prospecting and Cold Calling
    2. When and How to Use Prospecting Lists
    3. Only Turn a Row into a Lead Once the Contact is Qualified
    4. The Importance of Using Column Names
    5. Magic Columns
  4. 4Working on the Go
    1. Mobile App
    2. Using the Speech Recognition
    3. Scan your Business Cards
  5. 5Adding Leads from External Sources
    1. By E-mail
    2. From your Partners
    3. From a Contact Form
  6. 6Follow up your Business Activity - Understanding How it Works and Collaborating
    1. How to Manage Your Sales Team Efficiently?
    2. How to Implement an Activity-Based Sales Strategy?
    3. Analyze your Activity by Category or by Salesperson
    4. Analyze your business and sales team performance
    5. Find the Leads That Have Been Pending for too Long
    6. ROI of Specific Actions, or of a Specific Month Activity
    7. Using the Activity Feed to Manage your Team
    8. Follow the Sales Activity Every Morning Thanks to the Daily Activity E-mail
    9. Exporting your Data for Reporting or Marketing Purposes
  7. 7Manage your Existing Customers
    1. Following up on your Won Clients
    2. How to Manage Upsells and Renewals vs Post-sales Process
  8. 8Connect to Other Apps
    1. How to Connect: Zapier, API & Direct Integration
    2. Send Notifications or Fire Actions Based on Events
    3. How to connect noCRM to your own Information System
  9. 9Rolling out noCRM in your company
    1. Framework for a successful rollout
    2. Guide to a successful onboarding of your team

Status vs. sales steps

When managing your leads there are several aspects that you need to know, two of which are important ones: where in the sales process a lead is (sales funnel) and what’s it’s status (closed or alive)? Knowing these elements will help you optimize your sales process.

The main difference between these two elements is that the sales process is variable from one company to another, whereas statuses stay unchanged.

In every sales team out there, the statuses are: either I have something to do with the lead right away (To-Do), I will have something to do at some point (Standby), I closed the deal (Won), I lost it against a competitor (Lost), or the sale dropped for some reason (Cancelled). The status *cancelled often doesn't exist in other software, but we believe there's a big difference between losing against a competitor and not closing the deal because the project ended up not going through.

On the other hand, it’s not possible to create an exact list when it comes to sales steps because, not only do they vary from one company to another, but also from an individual product or service to another.

Inside no you can define each step of your own sales funnel so that it corresponds to your company’s needs, and it’s the same for every sales person inside the company. For example: To Qualify > Contacted > Visited > Quotation > Closing. However, statuses can’t be changed. To-Do / Standby / Won / Lost / Cancelled always stays the same.

We suggest that you don't create too many sales steps. Above 7 or 8 and it becomes difficult to visualize and manage. Most importantly, do not create sales steps that replicate the statuses, you need to clearly define the difference in these before you set up.

If after your sales cycle there's another process of follow-up you need to start, then you can create a sales step such as "after sales" or "follow-up".

Read also: Defining your sales steps inside YDNCRM

Next read: Defining Key Information on Leads