1.) Build your SCRUM board
The idea is that you can see all your opportunities in one place, understanding what stage of the funnel each one is in.
To do this, you have to line up the stages of your sales process. One way to do this could be:
Prospecting Value Proposition Offer Negotiation Cattle
Lead 10
Opportunity 6
Opportunity 3 Opportunity 2 Opportunity 1
Lead 12 Opportunity 7
Lead 13 Opportunity 8
Lead 14 Opportunity 9
Lead 15
Lead 16
Backlog All In Progress Completed
Taken from the book: Digital Marketing & Sales Strategy for Startups: Product Launch Survival Kit
In prospecting (backlog) you will put all the prospects or leads that you are not currently targeting, but that you will soon do so.
In To-Do (value proposition) you will put all the accounts that you are just starting to work on manufacturing directors email list as soon as you have had a meeting or a call. Your goal is to quickly transform them into a concrete opportunity and for that you need to identify a need that you can solve.
In In Progress you will put all those accounts with which you are already managing the opportunity, whether you are presenting a proposal or negotiating the closing of the contract.
Finally, in Completed, you will find those opportunities that you have lost or won.
It is very important that you only upload opportunities to the board, not accounts, for several reasons, but mainly because when you upload target accounts, the board can become unmanageable due to the number of post-its.
Although the original idea of this post was to assemble the board in physical mode,
Today, for pandemic reasons, it is convenient to choose one of the CRMs that have a function
KANBAN board
Check out how to choose your CRM in this note .2.) Organize the follow-up of commercial management
The main objective is not to lose an account due to negligence. I mean, we can lose an opportunity because our competitor had a differentiated, more competitive proposal, or because they solved the problem better than us and at a lower cost. What we cannot do is lose an opportunity due to a lack of follow-up!
3.) Engage the team to use and enhance the methodology.
The magic of SCRUM is VISIBILITY. What the board achieves is that all executives are confronted with the status of the pipeline on a daily basis, and in this way they cannot ignore or forget it. Although it may seem like something basic, on a day-to-day basis hours and even days of monitoring are lost due to lack of visibility. By simply giving greater visibility to the pipeline and aligning the efforts of your sales team, you will see an increase in productivity and, of course, more sales.