CRM Blueprint : Premiers pas
Bonjour à tous,
Dans cette nouvelle série nous allons découvrir comment utiliser la fonction Blueprint de Zoho CRM.
Chaque processus de vente est unique et comporte plusieurs étapes, gérées par des équipes différentes. Un processus comporte de nombreuses étapes telles que la qualification, la négociation, la proposition de valeur et l'examen juridique, jusqu'à ce que l'affaire soit finalement conclue, gagnée ou perdue.
À quel moment une transaction peut-elle passer de la "phase de négociation" à la "remise approuvée" ? Ou à quel moment pouvez-vous dire qu'un prospect a atteint le statut de "contacté" ? Après l'avoir contacté une, deux ou cinq fois ? Si c'est cinq fois, vos représentants commerciaux suivent-ils tous la même procédure ?
Il peut donc y avoir des incohérences et c'est ce que Blueprint vise à résoudre.
Le Blueprint de Zoho CRM est une réplique d'un processus commercial. Il capture chaque détail de votre processus dans le logiciel. Il facilite l'automatisation, la validation et la collaboration des équipes, rendant ainsi votre processus plus efficace et sans obstacles.
Note : seul les utilisateurs ayant le droit de gérer l'automatisation dans leur profil peuvent accéder à cette fonctionnalité.
Un Blueprint dans Zoho CRM est conçu pour vous aider à exécuter un processus commercial d'une manière bien définie et systématique. Avec Blueprint, vous pouvez :
- Définir chaque étape d'un processus et associer les bonnes personnes à chaque étape.
- Guider vos équipes dans l'exécution du processus
- Mandater et valider les informations importantes de manière contextuelle
- Automatiser les actions de routine
Pour apprendre comment concevoir un Blueprint, prenons l'exemple d'une entreprise dont le processus de suivi des affaires se compose des étapes suivantes.
Voyons comment ce processus peut être conçu dans Zoho CRM en utilisant Blueprint.
Les blocs de construction d'un Blueprint
Un Blueprint est conçu en créant un ordre séquentiel d'étapes dans un processus. Dans le jargon CRM, les principaux éléments constitutifs d'un Blueprint sont les états et les transitions.
État : Dans un Blueprint, un "état" est la condition particulière dans laquelle se trouve quelque chose à un moment donné.
Par exemple, une affaire dans le CRM passe par différentes étapes jusqu'au Suivi - Qualification, Négociation et Approbation de la remise. Chacune de ces étapes sera appelée un "état".
Les états doivent être glissés et déposés dans l'éditeur Blueprint pour concevoir le flux de processus.
Transition : c'est un lien entre deux états dans un processus. Elle prescrit les conditions requises pour qu'un enregistrement passe d'un état à un autre. Par exemple, les conditions et les actions requises pour qu'un enregistrement passe de la qualification à la négociation sont prescrites dans le bloc "Transition" appelé "Négocier".
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