Organize weekly sales meetings
- It's a great way to keep track of your pipeline. Start the pipeline review
- by looking at the big picture; revenues and number of opportunities by stage,
- by expected closing date and by salespeople. Analyzing the pipeline in stages
- will provide answers questions like "Do we have enough leads?" and "How
- should divide our time between qualified and new prospects?".
+ It's a great way to see where you can improve and keep track of the progress of
+ your sales team. Start the pipeline review by looking at the big picture;
+ revenues and number of opportunities by stage, by expected closing date and by
+ salespeople.
-
- Analyzing the pipeline by expected closing date will help your team efficiently
- forecast its future revenues. Finally, having salespeople evaluate the pipeline
- will allow you to identify mistakes or pick up on the best practices of one team,
- so they can be used by all salespeople.
+
+ Analyzing the pipeline by expected closing date will help your team efficiently
+ forecast its future revenues. The pipeline review
+ will allow you to identify sales inefficiencies or pick up on the best practices.
- Study the best opportunities together
- Once you have a clear idea of the big picture, focus in on the best opportunities.
- Start from stages on the right (negotiation, proposal, etc) and review the biggest
- opportunities one by one with the team. For every deal, identify risks and opportunities;
- check the next action and expected closing; check latest customer feedback; review the
- quotation; etc.
-
-
- By asking a few questions, you will quickly get an understanding of what's good and what's bad
- in your team's sales practices - what's working and what's not working. What are the pain points?
- Who decides? What's the next action? And much more...
+ Review the top 5 opportunities
+ Once the big picture is clear, focus on the best opportunities. Start from
+ stages on the right (negotiation, proposal, etc) and review the biggest
+ opportunities one by one with the team.
+
+ For every deal, review the next action, the expected closing, the pain points,
+ the expected revenues, the buying process, etc.
- Forecast the future revenues
- You can assess the maturity of a sales team by its ability to forecasts future revenues
- for the coming months or quarter. Train the team to forecast efficiently by fixing expected
- revenues for the next months/quarter during the sales meeting for the current month/quarter.
- This will allow the team to compare expected revenues and real numbers afterwards.
-
-
+ Forecast future revenues
+ You can assess the maturity of a sales team by its ability to forecasts future revenues
+ for the coming months or quarters. Train the team to forecast efficiently by having
+ an up-to-date pipeline of opportunities.
+ After a few month, set the real success rate according to the stages, to have
+ accurate expected revenues by closing date.
+
Depending on how complex your business is, it may take between 6 months and 18 months for a new
sales team to efficiently forecasts future revenues.
@@ -908,41 +871,34 @@
-
Boosting Sales
+
Develop Sales Tools
- What do you need to turn your sales force from great to excellent? Just methodical organization and
- a clear process.
-
-
-
-
The best sales process is one that's aligned with the customer's mind and buying
- cycle.
-
-
-
- For example, if you follow a "Sollution Selling" sales cycle (Territory, Qualified,
- Qualified Sponsors, Proposition, etc), an opportunity should be set as "Qualified Sponsors" when
- THE BUYER acknowledges their pain points, not when YOU understood their needs.
As another example,
- an opportunity should be set as "Negotiation" when the buyer comes back to you to discuss the
- price, not when you made a follow up call.
+ The three main practices to develop a sales force are
+ methodical organization, trainings and
+ good sales tools.
+
+ If you followed the preceeding steps, you already setup
+ the foundations to a strong process leading to
+ continuous improvements of your sales teams.
-
Check on your team discipline
- For the first few months after you have implemented the opportunities pipeline, you will have to
- ensure that your team follows the defined requirements at every stage. It's vital to continuously
- train your team on what's needed to move opportunities from one stage to another. By reviewing the
- best opportunities one at a time during the weekly sales meeting, you can constantly check that
- your sales process is aligned with the customer one.
+
Trainings
+ To build a strong sales training program, you can use the following
+ apps of Odoo:
+
+ - Use survey to create tests and certifications.
+ - Use Slides to organize all your documents like: customer presentations, product sheets, comparisons with competitors, pain points sheets, training materials, etc.
+
-
Remove the blocking points
+
Sales tools
Efficiently following up the pipeline will lead to great improvements. But to achieve excellence
in your sales organization, you need to provide your team with sales tools. For every stage of
the opportunities pipeline, identify the blocking points and create documents to train the team.
@@ -989,35 +945,6 @@
-
-
Fine Tune
-
-
-
-
-
- Create customer reports
- To take the pressure off monitoring and weekly sales meeting, you can create custom reports to
- frequently check on your main KPIs.
- You can create reports for yourself or share them with the team. Odoo also allows you to save
- custom reports and create aggregated dashboards to monitor all sales activity on a single screen.
-
-
-
-
-
-
-
- Integrate with Google Spreadsheet
- In addition, you can use Google Spreadsheet integration to sync data from a spreadsheet and Odoo.
- This is a great tool for integrating formulae for the computation of commissions, integrating
- performance with the budgets, etc.
-
-
-
-
-
-
Boost Lead
@@ -1115,7 +1042,7 @@
5
planner_crm
diff --git a/addons/planner_crm/static/src/less/planner_crm.less b/addons/planner_crm/static/src/less/planner_crm.less
index 977a60f1f01..ce5af50d546 100644
--- a/addons/planner_crm/static/src/less/planner_crm.less
+++ b/addons/planner_crm/static/src/less/planner_crm.less
@@ -43,7 +43,6 @@
textarea,input {
background: #fcf8e3;
border: none;
- margin-bottom: 1em;
/* min-width: 90%;
max-width: 90%; */
font-size: 15px;
