Playbook design with a “success checklist”, and earned value
Managing a sales funnel is tough, and unique to each company and product or service offering. The good news? Sales Playbooks can easily be built into SmartFunnel for your B2B sales, based on your own experience of wins/losses, and critical elements of your customer’s buy cycles. With SmartFunnel you have more granularity than any other CRM solution to plan stages of progress, lead your buyers toward closing success factors, and monitor depth of customer engagement in the buy cycle. This 3-dimensional approach drives our weighting algorithm, giving a much more accurate “earned value” for each deal. Meanwhile, SmartFunnel provides high level funnel summary reports – in real time.
SmartFunnel has an intuitive click-to-advance interface to monitor progress, portray earned value, and suggest areas needing attention – to better choose next actions. Using visual techniques that indicate forward progress on each Deal, it also gives management a rolled up report they can plan with. The opportunity summary is also available in multiple formats – as a Sales Pipeline (6 months) or as a Sales Planning grid (12-36 months).
Know Where You Stand
Once SmartFunnel starts logging sales activities, it analyzes and adjusts the earned value the deal represents. Every update you make that takes a deal further along through the stages, the deal’s value grows.
Define your Playbooks with stage definitions for each of your Deal types. Both stages and sub-stages can be customized – and updated in minutes.
Know Where You Are Going
SmartFunnel’s dashboard includes trend lines on gross funnel value, alongside the weighted funnel value (“earned value”). These trends are leading indicators of a sales rise or fall.
SmartFunnel gives executives dashboard reports that help with forward planning. Have more confidence in revenue forecasting, while replacing spreadsheets and big headaches trying to roll up sales data.