Becoming a better saleperson

Status vs. sales steps

When managing your leads there are several things you need to know, two of which are very important ones: where in the sales process that lead is at (sales funnel) and what’s it’s status (closed or alive)?

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 crm.io 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 sales steps it starts to get 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 post: Defining key information on leads

Table of contents

  1. Organizing 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. Organizing your daily activities
    1. Every morning, know exactly what leads you need to work on
    2. Follow up the history of your exchanges & BCC email conversations
    3. Set reminders and synchronize your account with your calendar
    4. Extended, compact & pipeline mode
    5. Create several pipelines to analyse different sales processes
    6. Make your most important leads stand out
    7. Find leads by using filters
  3. Learn how to use prospecting lists
    1. When and how to use prospecting lists
    2. Only turn a row into a lead once the contact is qualified
    3. The importance of using column names
    4. Magic columns
  4. Working on the go
    1. Mobile app
    2. Using the speech recognition
    3. Scan your business cards
  5. Adding leads from external sources
    1. By e-mail
    2. From your partners
    3. From a contact form
  6. Follow up your business’s activity - understanding it and collaborating
    1. Analyze your activity by category or by salesperson
    2. Find the leads that have been pending for too long
    3. ROI of specific actions, or of a specific month activity
    4. Using the Activity feed to manage your team
    5. Follow the sales activity every morning thanks to the daily activity e-mail
    6. Exporting your data for reporting or marketing purposes
  7. Manage your existing customers
    1. Following up on your won clients
    2. How to manage upsells and renewals vs post-sales process
  8. Connect no crm.io to other apps
    1. How to connect: Zapier, API & direct integration
    2. Send notifications or fire actions based on events