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Sales Process Rules

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Applying Rules to your Sales Process is a great way to help you stay on top of whats important, keep momentum up and ensure nothing is forgotten. For example you may want to highlight deals that have had no progress after a certain time has elapsed and are stalling, so you can get back on track before it is too late.

These Rules will alert you when triggered, and show a relevant icon in various areas along side your Sales Projects, as well as sending a notification to you in the Notification Centre. 

  • Blue Puzzle Piece - coaching advice is the first level and shows you that something needs to be addressed, even if it is not urgent yet. 
  • The next level is a red flag, where quick action is required to address the problem at hand.
  • The final level is the yellow warning – when this appears, there will also be a countdown clock of 14 days attached. In essence, if this happens you will have 14 days to address the problem or walk away from the opportunity. Note: Sales projects with warnings are not included in your forecast and are no longer included in your weighted pipeline.  After the 14 days is up, the sales project will be automatically archived.  But don't worry, it can be brought back into your pipeline at any time by reactivating the project.

Note: The rules in this article apply to different STAGES - rather than the steps - in the sales process. 

How to Apply Rules to your Sales Process

Process rules are applied in the Process editor by an administrator
  1. Go to the Main Membrain icon – Admin – Click on the Sales Process you wish to add Rules to
  2. Click on the Rules Tab
  3. Click on Add Rule

  

Examples

Some examples of how you can use these rules are outlined below.

Example 1 - No Activity

You want to highlight Sales Projects that have had no activity after a certain time span.  No activity relates to no emails sent, no notes recorded, no appointments made etc.  

To suit your workflow, you have decided that you would like this to generate a blue puzzle piece (coaching advice) after 7 days and a red flag (warning) after 21 days. You want this to apply to all stages.

Actions
Add rule - select Activity
Tick Applies to "All Stages" box
Drag the importance bar to mandatory
Edit the blue puzzle piece to 7 days and the red flag to 21 days

Example 2 - Stalled (No progress)

You want to highlight Sales Projects that stall for more than 21 days in the final two stages of our sales process. Stalling with no progress means that no steps have been completed in the project, even if there has been activity within the Sales Project.  

To suit your team, you want this to generate a blue puzzle piece (coaching advice) after 14 days and a red flag (warning) after 21 days
 
Actions
Add rule - select Stalled
Tick final two stages under Applies to
Edit the blue puzzle piece to 14 days and the red flag to 21 days
 
Example 3 - Age
You want to highlight Sales Projects that have reached a certain age, and are still in the Pipeline without being Won or Archived.  
To suit your sales cycle, you want this to generate a blue puzzle piece (coaching advice) after 60 days and a red flag (warning) after 70 days, and a yellow alert (severe warning) after 80 days

Actions
Add rule - select Age
Tick Applies to "All Stages" box
Drag the importance bar to Important
Edit the blue puzzle piece to 60 days, the red flag to 70 days and the yellow warning to 80 days
 
Note: Use with caution. Rules that are set to a high level of Important, and use these yellow warnings will automatically be archived and no longer appear in your Pipeline after 14 days of the warning being issued.  However, they will not be deleted and can be restored to your active pipeline at any time.  
To learn more about auto archiving, read this article here.
There are also a number of Automated events that can be triggered, based on your rule set.  Click here to read more LINK