tracks and manages sales opportunities through different stages. Tourism operators can visualise their sales funnel, monitor deal status, and forecast revenue, leading to improved sales efficiency and strategic decisions.
Accessing this feature
Go to [Sales > Deals > Pipeline]
How to use it
The Deal Pipeline feature is designed for intuitive tracking and updating of sales opportunities. Follow these steps to effectively manage your deals:
Creating a New Deal:
From the Pipeline view, click the Add New Deal button, typically located in the top right corner or at the bottom of a pipeline stage.
Enter the required deal details:
Deal Name: A clear, descriptive name for the opportunity (e.g., "Sydney Harbour Cruise Partnership").
Organisation: The client organisation associated with this deal.
Contact: The primary contact person within the client organisation.
Deal Value: The estimated monetary value of the deal.
Expected Close Date: The projected date by which the deal is expected to close.
Stage: Select the initial stage for the deal (e.g., "Prospecting," "Qualification").
Owner: Assign the sales team member responsible for the deal.
Click Save to add the deal to your pipeline.
Moving Deals Through Stages:
Drag-and-Drop: In the visual pipeline, you can intuitively move deals between stages by clicking and dragging the deal card from its current stage column to the next appropriate stage column.
Editing Deal Details: Click on any deal card to open its detailed view. Within this view, locate the Stage field and select a new stage from the dropdown menu. Remember to save your changes.
Updating Deal Information:
Click on a deal card to open its detailed view.
Here, you can modify any existing information such as Deal Name, Organisation, Contact, Deal Value, or Expected Close Date.
Use the Notes section to add relevant updates, meeting summaries, or progress reports. These notes are date-stamped for a clear historical record.
The Activities tab allows you to schedule and log tasks, calls, or emails associated with the deal, helping you maintain a clear action plan.
After making any changes, ensure you click Save to update the deal record.
Filtering and Sorting Deals:
Use the filter options, typically found at the top of the pipeline view, to narrow down your focus.
You can filter by Deal Owner, Stage, Expected Close Date, or Deal Value range.
Sorting options allow you to arrange deals by criteria such as newest, oldest, highest value, or lowest value. This helps prioritise your efforts.
Marking Deals as Won or Lost:
When a deal reaches its conclusion, open its detailed view.
Locate the Status field or a specific Won/Lost button.
Select Won if the deal has successfully closed and revenue has been secured.
Select Lost if the deal did not proceed.
When marking a deal as lost, you may be prompted to provide a Reason for Loss, which is valuable for future analysis.
Confirm your selection to update the deal's status and remove it from the active pipeline view.
Tips
Maintain Current Information: Regularly update deal values, expected close dates, and notes to ensure your pipeline reflects the most accurate status of each opportunity. Outdated information can lead to inaccurate forecasts and missed opportunities.
Define Clear Stage Criteria: Establish specific, measurable criteria for advancing a deal from one stage to the next. This ensures consistency across the sales team and provides a clear understanding of what needs to be achieved at each step.
Regular Pipeline Reviews: Conduct weekly or bi-weekly reviews of your pipeline. This helps identify stagnant deals, prioritise high-value opportunities, and re-engage with prospects that may have gone quiet.
Leverage Notes and Activities: Use the notes section to document key conversations, decisions, and next steps. Schedule activities for every deal to ensure proactive engagement and timely follow-ups.
Analyse Lost Deals: When a deal is lost, accurately record the reason. Analysing these reasons provides valuable insights into common objections, competitive landscape, or areas for process improvement.
Forecast with Confidence: Use the aggregated deal values and expected close dates to generate more reliable sales forecasts. Adjust probabilities for each stage to refine accuracy.
Collaborate Effectively: Share deal information and progress with relevant team members. The centralised pipeline facilitates collaboration and ensures everyone is aligned on deal status and next actions.
Need help?
For further assistance, contact us at [email protected]