What is a Sales Process
A Sales Process in Membrain is the template Project Plan the salespeople in an organization use to follow recommended steps, record information, and track progress in a Sales Project or Opportunity.
You may have different Processes for different types of Sales workflows you want to track. For example, a New Business Process focuses on gathering information about a new customer and understanding their requirements. Plus an Existing Business Process, possibly with a shorter sales cycle length, which could be more streamlined as there is already a lot known about this customer.
Creating a New Sales Process
Membrain Administrators can import or create new Sales Processes from the System Setup area. When creating a new Process, you will get three options:
- Start from our Template Process - To get inspiration and adjust it to be better suit your desired layout.
- Copy an Existing Process - Useful option when rebuilding a process without having to do live changes on the active process.
- Start from a Blank Process - Set up the basics and build the foundation of your process to reflect your organization's focus.
- Hover on your Profile icon (bottom left) and click on System Setup
- From Sales Processes, click on New Process
- Select if you want to Start from our Template Process, Copy an Existing Process or Start from a Blank Process.
Configuring the Sales Process
You can now start to build and design your Sales Process to guide your sales team through a Sales Project, with all the resources, coaching, and insights they need to be successful.
To simplify things, we've broken it down to individual areas to be configured, along with the tools that can be added to complement your process.
1. Building a simple Sales Process
Begin by setting up the basics of your Sales Process workflow. Map out each step of your process and break it down into 1 to 5 stages. Once you have a solid foundation that reflects your Sales Process, you can then add more complex tools later on.
Watch our short video and learn how to Build a simple sales process
2. Adding Tools and Details to Steps
Now that you've built the basics of your process, you can start to think about what you would like the salesperson to actually do at each step, from a practical perspective. Adding tools and details to individual steps (like playbooks, scorecards, email templates) allows you to assign a task to specific steps, and coach the salesperson on the task at hand.
Watch and Learn more about how to Add Tools and Details to steps
3. Gathering information - What, Who & Why
The area just below the Process itself is known as the 3 Boxes - What, Who and Why, These are used to capture key information about the opportunity and show it at a glance.
Make the most out of the What, Who & Why Boxes
4. Configuring Probability
Adding probability to your Sales Process is a fundamental part of effective pipeline management and reliable forecasting. The probability of a sales project is measured in percent and increases as a salesperson becomes closer to winning an opportunity.
There are a number of ways you can apply probability to your process, giving you control over how you calculate the success of opportunities.
Read all about your options in this article Configuring probability in a process
5. Applying Rules to the Process
Using Rules is a great way to help you stay on top of what's important, keep the momentum up, and ensure your projects are in a healthy state. They also help you prioritize your work based on the health of your projects.
Learn how to get started with Process Rules
6. Creating Automated Events
Sales can be repetitive sometimes, and nobody likes to have to carry out simple tasks over and over. Automated events make salespeople's lives easier by automating tasks in Membrain when certain events happen.
Watch and learn how to make the most from Automated Events
7. Advanced Settings - Process, Preview and Creation Settings
Membrain's Sales Process tools are extremely versatile, offering you lots of ways to configure your process exactly the way you want it. You can find advanced settings in 3 additional areas of the Process Editor
Process Settings - Additional settings to configure how your process behaves, and what features you want to enable/disable
Preview Settings - Choose which information is visible when you hover on a Project - a great way to get more insights without leaving the view you're in
Creation Settings - Control which information is required during the creation of a Sales Projects - ensure all important information is gathered before moving on.