Configuring a Sales Funnel

Sales funnel allows organizing deals by sale process stages. The stages depend on the company type, but the funnel always has the initial and end stages. Note, that as the deal progresses from stage to stage, the number of contractors usually reduces.

You can create a sales funnel in the Sales Funnel object. When you create a sales funnel you should also add the required deal stages, and order them.

You can find reports on all the sales funnels in ELMA in the CRM – Sales Funnels section of Web Application. By default, the report page displays information on all the deals from the selected sales funnel (in terms of stages). When you create a deal, you also specify its type. Each deal type in the system refers to a certain sales funnel. This function allows defining the order of the deal stages for this type.

Creating a Sales Funnel

To create a sales funnel, open the Sales Funnel object and click Create in the toolbar (fig. 1).

Fig. 1. "Sales Funnel" object. "Create" button

Fill in the required fields on the opened page (fig. 2) and click Save.

Fig. 2. Creating a "Sales Funnel" instance

Name * – name of the created sales funnel.

Deal Stage * – unit for adding deal stages and ordering them. Each deal stage is unique. Names of the stages may be the same, but they are different objects.

Adding a Deal Stage

To create a deal stage, click Add Stage below the Deal Stages * unit (fig. 2). Fill in the required fields in the opened dialog box (fig. 3) and click OK.

Fig. 3. Dialog box for creating a deal stage

Name * – name of the added deal stage.

Color – field for selecting a color for the current stage. To pick a color, click the color field or the

icon. This function allows visualizing the Sales Funnel reports.

Funnel Narrowing (%) – percent of the deals, which are supposed to be at this stage. For example, at the first stage, all the possible contractors are considered. Therefore, the funnel narrowing is 100%. This parameter is used when generating the Sales Funnel report.

After you have added all the required stages, the page will look like this (fig. 4):

Fig. 4. Page for creating a "Sales Funnel" instance

Buttons for ordering the stages in the list are to the left of each stage:

– move up,

– move down.

To edit an existing deal stage, click

, to delete it, click

and in the opened dialog box click Yes.

When deleting a deal stage, a notification will appear on pages of all the deals that were on that stage, and the Deal stage field will be empty (fig. 5).

Fig. 5. Page of deal with a deleted deal stage

Global Deal Stages Order

The global deal stages order affects the way the deals are distributed among stages in the CRM – Deals sections of Web Application.

To configure the global deal stages order, open the Sales Funnel object and click Stage Order in the toolbar. Set the required order on the opened page (fig. 6).

Fig. 6. Page for configuring the global deal stages order

To change the stages order, use the

buttons and move the stages up/down in the list.

To return to the Sales Funnel object, click Back, in the toolbar.