Pipeline and Metrics

Here we look at Close Pipeline and important metrics associated with the pipeline, which are all seamlessly migrated to Compass upon integration

Close Pipeline:

A sales pipeline is an organized, visual way of capturing where prospects are in the overall sales process.

Sample Sales Pipeline

Close allows you to customize your pipeline with Opportunities. Opportunities add value to your Lead by specifying the status of the lead in the sales pipeline.

Default values for Opportunities are 'Demo Completed', 'Contract Sent', 'Proposal Sent', 'Won', and 'Lost'. You can add custom Opportunity Statuses in your Organization Settings.

These Opportunities can be viewed as a list or as a pipeline in Close.

Compass auto-imports all Opportunities for all your Leads from Close.

Close-Compass Metrics:

These are the data based on which the incentive programs are calculated, They can be productivity related metrics or pipeline related metrics.

Productivity Metrics:

1. Calls

2. Emails

3. SMS

4. Tasks

Calls: The CRM not only tracks the number of calls made by the employee but also identifies whether the calls are inbound or outbound, call duration, follow-up calls, calls that have reached voicemails, number of voicemail reached calls left to follow-up, etc. Programs can be created on Compass on the basis of these data.

Emails: Apart from the number of emails sent or received, the type of email whether it is email newsletters, personalized emails, lead nurturing emails, sponsorship emails, transaction emails, brand storytelling emails is also tracked.

SMS: Type of SMS as in inbound, outbound, one way, two way, conversational, toll-free, chatbot based can be tracked. KPIs in Programs can be created accordingly by Admin user.

Pipeline Metrics:

The sales funnel visualized is what is meant by pipeline metrics. It helps you track the productivity of your sales team in one go. The entire sales process is broken down into discrete, traceable tasks, out of which those tasks that contribute the most to revenue generation and productivity can be rewarded the most.

The objective is to maximize the conversion rate at the bottom of the funnel and this is where Compass comes in with customized incentives management at each layer of the sales funnel.

Compass enables the admin to identify the gaps and therefore, improvements possible in sales funnel, so as to maximize the movement of prospective customers onto the stage at which they pay.