Tip #2: Gestiona tus oportunidades de venta con Bigin
Tips and Tricks #2 para Bigin by Zoho CRM, por Alejandro Mora¡Hola usuarios!
En la última publicación, nos encontrábamos en un escenario en el que acabábamos de empezar con nuestro CRM particular y necesitábamos importar los contactos que hemos ido acumulando sobre clientes, potenciales clientes y antiguos clientes que ya no trabajan con nosotros. Por ahora ya tenemos una parte del proceso de adopción de Bigin completada, pero nos queda mucho por explorar, aprender y adaptar para nuestra empresa.
El siguiente paso que recomendamos realizar en la adopción de nuestro nuevo CRM Bigin es transformarlo y adaptarlo a lo que verdaderamente necesitamos de la herramienta, ser capaces de gestionar de manera eficiente nuestros clientes y sus oportunidades. Para ello, esta vez iremos al apartado de Ciclos de venta. Este módulo de Bigin será a partir de ahora nuestro centro neurálgico para todas las actividades que llevemos a cabo relacionadas con nuestros clientes o las oportunidades relacionadas a los mismos.
La primera vez que accedamos al módulo, encontraremos algo parecido a la imagen anterior, que se trata de un diseño básico de cómo gestionar las oportunidades de nuestros clientes a través de las diferentes fases del embudo de ventas. A partir de aquí es donde empieza lo divertido y es el punto de partida para poder crear tu 'opera prima' en la gestión de clientes. Para poder hacerlo un poco más sencillo, supongamos que el proceso de ventas de nuestra empresa tiene 7 fases principales que deseamos representar en Bigin. Para ello, disponemos de diferentes alternativas dentro de Bigin para hacerlo lo más sencillo posible:
- La primera de ellas es cambiando los nombres de las fases del proceso de ventas que ya tenemos y añadiendo las fases que sean necesarias para nuestra gestión de clientes eficiente. Para ello deberemos clicar en los 3 puntos de nuestro Proceso de ventas y tendremos la posibilidad de editar la información básica y administrar las etapas.
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- Otra de las maneras en las que puedes crear tu propio proceso de ventas es haciéndolo desde cero. Para ello tenemos que volver a acudir a la misma parte de la página que en el punto anterior, pero en esta ocasión deberemos pulsar en el icono + con sombreado azul. Una vez pulsado el botón, Bigin nos ofrecerá dos alternativas: Crear desde cero o Clonar una plantilla por defecto que incluye Bigin. En esta ocasión clicaremos en Crear desde cero y nos pondremos manos a la obra.
Una vez dentro, tendremos que completar las 3 fases básicas para poder tener nuestro proceso de ventas listo para utilizar. La primera fase consiste en darle nombre a nuestro proceso y a cómo vamos a llamar a nuestras oportunidades, contratos, acuerdos, etc. Además seleccionaremos quiénes tendrán permisos de acceso a dicho proceso de ventas.
La siguiente fase de creación de nuestro proceso de ventas personalizado se centra en cómo consideramos que se compone nuestro proceso de ventas total. Como ya hemos visto anteriormente, nuestro proceso de ventas se compone de siete fases principales.
Por último pero no menos importante, deberemos establecer los campos de información más relevantes a conocer dentro de nuestro proceso de ventas. Estos campos pueden ir desde el nombre de la oportunidad hasta el nombre de la empresa asociada, fecha de cierre esperada, probabilidad de cierre, etiquetas de nuestros clientes o incluso campos personalizados. En definitiva las opciones son infinitas. También tenemos la posibilidad de marcar los campos obligatorios que nos permitan tener una imagen rápida de la situación de cada oportunidad y saber a qué cliente se asocia.
La creación de nuevos embudos no tiene por qué ceñirse exclusivamente a embudos de venta, si no que hay muchas más alternativas para diferentes departamentos tales como Recursos Humanos, Marketing, TI o Atención al cliente entre otros.
Con esto llegamos a la conclusión de la segunda publicación sobre Tips & Tricks de Bigin. ¡Nos vemos en los comentarios!
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