Business sector
IT companies, Contact centers
Business goal
To track the performance of the financial plan by each client
Problem
There is no way to track the efficiency of the repeat sales plan for individual customers.
Tags: Excel is not enough, no automation, CRM, sales
Solution
The primary operational unit is a new Sales plan entity. A Sales plan is a forecast of the end sum of the deal. It is measured in monetary units. An employee working with a client indicates the amount of money the company plans to receive from interacting with the client for a certain time period.
Let’s create a new section called "Sales plans". A Sales plan is created for each specific company or individual and can be associated with one or more deals. A Sales plan can be created both on a separate tab or in CRM.
Each Sales plan has implementation probability (marked in %). Employees set it manually, focusing on their data. The balance of the Sales plan (the amount of money that is missing from the overall plan) and the percentage of completion are calculated automatically by the total of successful deals. The more deals are closed for each company, the lower the amount in the "Balance" column.
All information listed above is available in the form of a list on the Sales Plans tab. The user can filter Sales plans by any wanted parameter (for example, by status — active plan / successfully closed / target not hit, etc.).
The info about the Sales plan can also be found in the Deal card. The user can see which Sales plan this deal is related to, which employee is responsible for the Sales plan, customer contacts, and estimated total.