Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRM
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Three Simple Workflow Rules That Will Make Your Sales Team Love SugarCRM!
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Transcript of Three Simple Workflow Rules That Will Make Your Sale Team Love SugarCRM
Three Simple Workflow Rules That Will Make Your Sales Team Love SugarCRM!
About Intricity, LLC• Headquartered in New York City• 9 locations across the USA and Canada• Gold SugarCRM partner• Gold SAP BusinessObjects Partner• IBM Information Management Partner• Intricity is the only Gold SugarCRM
provider also partnering with all leading BI and data integration technology vendors.
Top Threats to CRM Success
• the most significant threats are: – slow user adoption (49%); – inadequate attention paid to change
management and training (36%); – difficulties in aligning the organizational
culture with new ways of working (15%)
According to a Forrester survey of 133 organizations using one of 24 leading CRM solutions in 2009
#1 Risk to CRM Success
• User Adoption – According Forrester, 2009
Why People Don’t Like Using CRM
• Orwellian Approach to CRM: Big Brother is watching
Why People Don’t Like Using CRM
• Results (call performance, close ratios, etc) may be used to condemn rather than empower the user
“…anything you say can and will be used against you”
Feels like “Red Tape”
• “More data entry than before”
• Resistant to change
• Tool feels “slow”• Lacking value
What’s In It For Me?
Value Risk/Effort
CRM Delivers Value To It’s Users By
Empowering Users with meaningful Insight About Their Business and Clients
Automating Business Processes That Strengthen Customer Relationships and Result in Increased Sales
People Like Automation Because It Makes Their Jobs
Easier
Ok So What Should We/Can We Automate?
• Engage with your CRM users• Document with some use cases/business
scenarios– Client on-boarding– Lead Follow up– Sales Pipeline review– Client upselling/Deepening Existing Client
Relationships– Marketing
What do I need to know to create a workflow rule?
Understand modules and how they relate to one another
• Studio• Report Wizard• Or just browsing the
modules from the navigation bar
Opportunity Relationship Table
Primary Module Type Related Module
Campaigns One to Many Opportunities
Opportunities One to Many Calls
Opportunities One to Many Meetings
Opportunities One to Many Tasks
Opportunities One to Many Notes
Opportunities One to Many Leads
Campaigns One to Many Opportunities
Accounts Many to Many Opportunities
Opportunities Many to Many Contacts
Projects Many to Many Opportunities
Quotes Many to Many Opportunities
Contracts Many to Many Opportunities
Documents Many to Many Opportunities
Opportunities Many to Many Products
Basic Workflow Components• Target Module (Opportunity, Account,
Lead, etc)• Trigger ( elapsed time, updated field)• Conditions (all new opportunities over
>$50K)• Action (create a task/schedule a call)• Alert (Send an email to the sales
manager)
Sample Workflow TemplateTrigger Condition Action Owner Alert Alert Recipient
New Contact is Created
All new Contacts
1. Schedule Call – 2 days from triggered date
2. Create Task for Manager to send thank you note – Due same day
Manager confirmation of meeting details to Admin (populate an email automatically to Joanne from when the meeting is set up)
Admin
Time - Contact Created + 1 day
All new contacts
1. Create Task for Admin to review client file for missing documents – Due same day
2. Create Task for Admin to send meeting confirmation letter
Admin
Workflow #1- Email new leads when voicemail is left
Objective: To Reduce Unnecessary clicks, and automate email follow up when calling leads.
Workflow #2 Automate the Creation of Sales Stage
Related Tasks
Objectives: • To ensure that the sales process is
followed• Ensures that information in CRM is
kept up to date• Reduces clicks
Workflow #3Alert necessary people when opportunities
are near to closing
Objectives: • To ensure that other internal resources
are not surprised by new contracts• Ensure that sales leadership can assist
with close strategy and increase probability of a win
Bonus Workflow #4Automated Drip Marketing
Objectives: • To ensure that prospects receive
appropriate communication based on frequency of interaction
•
Summary• Listen to your CRM users• Document repeated steps, pay close
attention to repeated CRM Data Entry, Clicks, and Communication (email)
• Get familiar with where/how relevant information is stored in Sugar
• Look for Triggers, Conditions, Actions and Recipients
