Control of sales specialists' work

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The data for this funnel shows at what stage each employee's clients are being dropped.

Let's consider the following situation: 100 applications are received per week from advertising, but only 10 of them result in a purchase. Funnel analysis shows that most contracts are targeted, and the biggest losses occur after contacting the manager. The reasons may be different: unresolved objections, insufficient information about the product, etc.

Sales information will help you conduct an audit and find out the following:

where do solvent clients come from;

at what stage do they leave;

which managers close deals better/worse than others;

at what stage deals fail, what sales processes need to be optimized.

Simplifying the steps
The more complex the process, the higher the risk that the customer will refuse to make a purchase.

Potential customers often leave indonesia email list if the order form is too long or requires unfamiliar data, such as postal codes. It is in your best interest to simplify the order form as much as possible and minimize the number of required fields.

The sales funnel also changes as business processes change. For example, the emergence of new payment methods for orders.

Hypothesis testing and forecasting
Funnels can be used for:

formulating a hypothesis and testing it - for example, adding new distribution channels, testing advertisements;

creating a plan for the sales department based on the number of requests for the previous period.

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Alexander Kuleshov
Alexander Kuleshov
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Sales Funnel Stages
In specific business areas, with different products and specific target audiences (TA), sales funnels may differ in the number of stages. But in any case, the classic AIDA model is the basis. It consists of four basic stages and remains unchanged regardless of how you interpret it:

Attention — attention. This is the first and most numerous stage. It contains all potential customers who were interested in the company or product. For example, those who saw a store sign or an advertisement on a website.

Interest — interest. At this level, all people who not only paid attention to the product, but also became interested in it are taken into account. For example, those who came to the store to buy something from the goods on sale, or looked through the catalog on the site to get acquainted with the characteristics and prices.

Desire - desire. Here are potential clients who have already found a product that suits them in all respects.

Action — action. This is the last of the main stages. People become clients of the company, that is, they pay for the purchase in the near future.

But that's not all. As the business develops, the sales process is not limited to the classic four-stage model. Three more stages are added to the funnel when customers come for a new purchase.

Sales Funnel Stages