- Pipeline Visibility
- Pipeline Stages
- Lost Reasons
The deals feature in Concord CRM supports multiple pipelines and the pipeline may have its own unique stages based on the pipeline workflow.
Concord CRM by default comes with 1 default "Sales Pipeline" pipeline already configured for you, you can use this pipeline for reference if you are in need to create multiple pipelines.
- Navigate to Deals -> Pipelines and click the "Create Pipeline" button.
- Enter the pipeline name and click Create.
By default the pipeline that you will create is visible to the entire company, however, after you create the pipeline, you can adjust it's visibility by teams or users.
Navigate to the pipeline edit view, then choose either Teams or Users and select the teams or users you want the pipeline to be visible to.
The visibility cannot be changed on Concord CRM primary pipeline.
To create and edit pipeline stages, you will need to edit the pipeline and adjust the stages according to your requirements, you can also re-order the stages depending on your workflow.
Stage Win Probability
Stage win probability in Concord CRM is the likelihood that a deal sitting in the stage will be successfully closed.
By default, in your Concord CRM installation, the stages win probability is set to 100% unless otherwise adjusted. If you would like to set the probability for a stage in your pipeline edit the pipeline stages and move the cursor of the range to the desired win probability. In real life, the order in most cases is based on the win probability, the lowest is first and higher is last.
Total Value and Weighted Value
Deals having a better chance of success are given more weight in sales forecasting in a weighted sales pipeline. The total amount shown in your stage represents all of the deals that have taken place there.
If you don't need weighted sales pipeline, set the stages win probabiilty for this specific pipeline to 100%, and the weighted value calculations will be ignored.
However, you can decide, for instance, that two out of every 10 deals in your pipeline will probably be successful. Setting a probability of 20% for the first stage will result in your weighted value for that stage being 20% of the overall value of deals in that stage. If you have four deals in your pipeline that are in the final stages and have a 50% chance of success, 50% of the total value of those deals will be added to your overall weighted value.
Below you can see the total value of your “Qualified to Buy” stage is $17,460.00, however, since that stage has a 20% chance of closing deals, its weighted value is $3,492.00.
When filtering "Won" or "Lost" deals, the weighted value is omitted and only the total values of the deals based on the deal amount is displayed.
You can add predefined lost reasons your sales reps can choose when marking the deal as lost, adding predefined lost reasons will make working with Concord CRM easier.
When using predefined lost reasons, you will ensure that there is a consistency in the lost reason text for all deals that are marked as lost.
- Go to Settings->Deals
- Click Create Lost Reason
- Enter name
- Click Create
Additionally, if you don't want the sales agents to enter lost reasons manually, you can turn off the option Allow sales agents to enter custom lost reason.
By default the lost reason in Concord CRM is required to be entered by the sales agents, this will make sure that all deals that are marked as lost have lost reason then you can later use this lost reason to re-initiate the deal (if applicable).
To make the lost reason field not required, use the Lost reason is required option in Settings->Deals.