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Creating a Sales Process

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This article takes you through creating a simple Sales Process, step by step.

1. Name the Sales Process

Click on the text "New Process" next to the leather wallet icon and give your new sales process a name.
Examples might be: New Sales, UpSelling or Account Management

2. Create the Stages

Membrain supports up to 5 stages in a sales process.

  1. Click on the first column header "First Stage" and edit the details in the box that appears.  
  2. Name the stage: Keep your company's sales process in mind
  3. Add duration: If you have a rule for how long the opportunity is allowed to stay in this stage, enter this number in the duration field (number of days). The total of all stages should add up to your average sales cycle length.
  4. Description: Explain the main purpose for this stage. This box can provide guidance or useful information to the sales team related to this stage.  Information will be visible when hovering over the Stage name in a Sales Project.
  5. Probability: This applies minimum and maximum probabilities allowed for winning this Sales Project in this stage. If you do not wish to assign probability to certain steps and milestones in the sales process, you can assign a probability range for this stage. If this is done, note that the lowest probability will always be displayed for the Sales Project.
  6. Files & Links: Add any relevant resources to the stage that your sales team may find useful when working through a Sales Project.  These files or links will be visible when hovering over the Stage name in a Sales Project.
  7. Click Save
  8. Repeat until you have created each Stage in your Sales Process

3. Add Steps to your Stages

  1. Click on "+Add Step" directly under the First Stage header to add the first step to your process.  
  2. Enter a short name for the step. This might be something like Identify Stakeholders, Book First Meeting or Send Information.
  3. Hit Enter
  4. Repeat until you have all of the milestones of your sales cycle added as steps in your new sales process.

TIP! You can move steps around by dragging and dropping them within a stage and also between different stages.  Hover over the steps checkbox icon and it will change to a drag handle icon.  Then simply drag and drop the step to where you want it to move to.

NOTE: These steps are currently checkbox steps, which simply requires the sales professional to check the box when the step has been completed.  You can edit each steps and add functionality to them by following the steps outlined here LINK 

The 3 Boxes

The 3 boxes below your sales process (What, Who and Why) are used to capture key information about the Sales Project itself. Each box can be renamed and is designed to record different types of data to help give a clear overview of the Sales Project and its status.  

Left box - "What" 

This box is designed to record the hard facts about the project, that you want to measure or analyse. Everything captured in this box will automatically be included in the win/loss analysis. 

Some examples of things to capture might be: Competitors, Products and Services, Current provider, Value proposition, Unique Selling Points etc

  1. Click on the header "What" to rename to something more relevant to your methodology.
  2. Add a description of what information that belongs in each box, if required.
  3. Click "+Add Custom Field" to create a custom field - a place in Membrain where this information you wish to capture will live in Membrain. NOTE: to learn about custom fields click here LINK
  4. If this is your first sales process, you most likely don't have any custom fields created yet, so click on the blue link "New Custom Field"
  5. You can then choose the type of Custom Field you would like to create, based on the type of information you wish to capture. 


NUMBER
This field allows you to easily capture a number, eg. budget, number of products required etc. Click on this option, add a Name and Description and Click Save & Publish Field when completed. 

SINGLE-SELECT LIST

This choice allows you to create a list of options, where the sales professional can select ONLY ONE option. E.g. the source of the sales project or the actual product this Sales Project is related to.

  1. Click on this option and add a Name and Description.
  2. On the right hand side Click on the blue "+Add" link to add a list of options you want to have available to choose from.
  3. Choose between Auto Sort Options to alphabetize your list, or use the first option as the default, pre-populated valued.
  4. Click Save & Publish Field when you're happy with your list.

MULTI-SELECT LIST

Here you can create a list of options, where the sales professional can select any number of options.  E.g. a list of Competitors or other Products the client may also be interested in.

  1. Click on this option and add a Name and Description.
  2. On the right hand side Click on the blue "+Add" link to add a list of options you want to have available to choose from.
  3. Choose between Auto Sort Options to alphabetize your list, or use the first option as the default, pre-populated valued.
  4. Click Save & Publish Field when you're happy with your list.

DATE

This field allows you to save an important date for the Project, e.g. required by date or proposal deadline. Click on this option, add a Name and Description and Click Save & Publish Field when completed.

LINK

Use this option to create a field where a website link or resource outside Membrain can be added. Click on this option, add a Name and Description and Click Save & Publish Field when completed.

FILE
Creates a field that you can upload a document to.  The file will be stored in the Sales Project itself and will be accessible in the Activity Stream. Click on this option, add a Name and Description and Click Save & Publish Field when completed.

SCORE CARD

This option allows you to set up a series of questions that result in a numerical score for your Sales Project.

To learn more about Custom Fields and how to maintain them, read this article here: "Create Custom Fields and/or Managing Custom fields" 

Middle box - "Who" 

Enter the Stakeholder Roles you wish to capture in the middle box.  Membrain provides you with predefined Roles that you can use to describe these stakeholders as you add them to your Sales Project.

  1. Click on “Add Stakeholder”
  2. Add the important stakeholders that you would like to be captured for each sales project. Keep in mind that this box will always ask for these stakeholders that you outline here.
  3. If the roles available don't suit the terminology you use internally, you can create new Stakeholder roles by clicking on “+New role” at the bottom of the drop down list.
  4. Select whether they are External or Internal, they will then be grouped in the list for clarity. External stakeholders are people external to your own organization, by default these will be the contacts from the company associated with the sales project. Internal people are people internal to your organization such as technical experts, project managers or other resources that help bring new clients on-board.

Right box - "Why"

This box is designed to record the more high level information about the project. Details recorded here should give you a clear understanding of why you are here, what the client is looking to achieve, and how you can help.  

Data captured here is purely text and can not be used for reporting or for win/loss analysis.

Some examples of things to capture might be: "What can we offer that our competition can't?", "What ar our weaknesses?" or "What is the customers motivation to change?" etc

  1. Click on the header "Why" to rename to something more relevant to your methodology.
  2. Add a description of what information that belongs in each box, if required.
  3. Click "+Add Text Field" to create a new text field - where this information you wish to capture will live in Membrain.
  4. Click on the blue link "New Text Field"
  5. Enter the question in “Name” field
  6. If required, enter a description about why this question is posed and your expectations around how you want the sales professional to answer
  7. Click Save & Publish Field.

You have now created a simple Sales Process.  Click on the Publish Process button up the top right corner to save your Process and publish it for use.