Help sales rep to get Outcomes at every stage, not only activities completion

I love that Pipedrive is an activity-based CRM. I am truly a big fan of it... but but but. 
Right now the sales rep of Pipedrive can lose sight of the specific outcomes they most get  in order to move the deal forward

It is fantastic that we could have a pipeline view at every stage, but what are the outcomes that the sales rep needs to get in order to move the deal forward?

If those outcomes are not visible guess what happens... People could get lost in activity completion,
Sales rep more than ever need to make decisions on every deal (not the sales manager, the sales rep) 

It would be great and fantastic if we could get below the pipeline a part with checkboxes of the outcome that the sales rep needs to get at that specific stage to keep moving the deal forward. If any or all of them are completed (depending on the manager's point of view) automatically the deal Is moved to the next stage. 

Additionally, the sales rep needs to be aware of all the activities they have already placed on a specific deal.  Why leave this information at the button of the left in the deals section where the sales rape rarely sees it. 

This would help the manager and the sales rep to be more focused

https://www.screencast.com/t/RijelQGYoI9

 

@Amit Sarda  @Boris Tsibelman  @Martin Cozens  @Jan Visser @Shobhit Gaur @Timo Rein 

https://www.screencast.com/t/RijelQGYoI9

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  • Shobhit Gaur
    Shobhit Gaur Posts: 136
    Second Anniversary Photogenic Integration Partner
    edited August 2020 #2

    @Inês Batata & @Mike van der Valk check this helpful feedback.

  • Amit Sarda - Pipedrive Consultant - AmitSarda.xyz
    edited February 24 #3

    @Jorge Martínez Marbán  - You can customize where the panels on the Deal Details view show up. You can drag the most important panel to the top.

     

    I agree that a 'tooltip' functionality that describes the pipeline stage more, or the fields more, will help immensely. I also agree that high-level stats about how many emails, calls were exchanged with the customer will also help.

     

    I am not sure how adding checkboxes below each Pipeline stage will help though.

  • Mike van der Valk
    Mike van der Valk Posts: 4,376 PIPEDRIVE PRODUCT MANAGER
    2500 Comments 25 Likes Second Anniversary First Answer
    edited February 24 #4

    @Jorge Martínez Marbán 

    Thanks for sharing your thoughts! As @Amit Sarda said you can customize the sidebar to move up the deal information to a place of your liking.

    If I understand you well it would be helpful to

    • Have a better general overview of what activities have already happened on a deal
    • A set-up per stage what activities/tasks/achievements are there for a stage
    • Automatic moving of the deal to a next stage when these are achieved

    Let me know if I got it right and I'll be sure this feedback reaches the right people internally. Great to see such an extensive feedback. Also, be careful with sharing your screen in the video, I think there's actually personal information in there that you might not want to share publicly because of privacy issues.

    Lastly, you can already achieve some things by using our workflow automation. You can set up automations that certain activities are added when a deal hits a stage and even when specific activities are completed the deal will move to the next stage and adds a new set of activities.

    Looking forward for your reply!

  • Almonzer Eskandar
    Almonzer Eskandar Posts: 133 PIPEDRIVE PRODUCT MANAGER
    Second Anniversary Name Dropper Photogenic Pipedrive Employee
    edited February 24 #5

    Almonzer is here, UX Product Manager in Pipedrive, joining the discussion to share with @Jorge Martínez Marbán , @Amit Sarda  and @Shobhit Gaur  our work to bring more information to your list views in order to make decisions better faster. 

    Here is our prototype idea, would love to hear your feedback:
     

    image
  • Amit Sarda - Pipedrive Consultant - AmitSarda.xyz
    edited August 2020 #6

    Almonzer is here, UX Product Manager in Pipedrive, joining the discussion to share with @Jorge Martínez Marbán , @Amit Sarda  and @Shobhit Gaur  our work to bring more information to your list views in order to make decisions better faster. 

    Here is our prototype idea, would love to hear your feedback:
     

    image

    Looks great.

    A couple of inputs:

    • Having the navigation menu to go the next deal on the left is redundant. I can do that by clicking any other deal on the left. So if at all you want to have it, it should be somewhere on the right to reduce the loss of efficiency in moving left-right-left.
    • Hotkeys/shortcuts to navigate to the next deal would be AMAZING. A lot like browsing Reddit threads (n to go to the next post, p to go to the previous post, etc.)
  • Jorge Martínez Marbán
    edited August 2020 #7

    @Jorge Martínez Marbán 

    Thanks for sharing your thoughts! As @Amit Sarda said you can customize the sidebar to move up the deal information to a place of your liking.

    If I understand you well it would be helpful to

    • Have a better general overview of what activities have already happened on a deal
    • A set-up per stage what activities/tasks/achievements are there for a stage
    • Automatic moving of the deal to a next stage when these are achieved

    Let me know if I got it right and I'll be sure this feedback reaches the right people internally. Great to see such an extensive feedback. Also, be careful with sharing your screen in the video, I think there's actually personal information in there that you might not want to share publicly because of privacy issues.

    Lastly, you can already achieve some things by using our workflow automation. You can set up automations that certain activities are added when a deal hits a stage and even when specific activities are completed the deal will move to the next stage and adds a new set of activities.

    Looking forward for your reply!

    Thank you @Mike van der Valk @Amit Sarda  @Inês Batata @Shobhit Gaur @Almonzer for your quick answer. 

    Well more o less, basically the idea is to focus the sales rep in outcomes that he most gets before moving to the next stage. Outcomes would be different from activities because an outcome can be reach with 1, 2 3 or more calls, emails, Linkedin messages, etc

     

    Once those outcomes were obtained the deal can move to the next stage. If we could have checkboxes for each stage displaying below the pipeline, this will help to guide the sales rep on what are the outcomes that he most accomplishes at a specific stage to move the deal forward. (This is good for a sales manager in case you want to scale your sales workforce, for that you need a replicable process) So the laser focus is the outcome not the activity by itself. Activity leads to outcomes. 

     

    Also, one important thing to notice, right now nor the sales manager nor the sales rep knows if a deal is stuck in a certain stage, (of course you can have the rotting feature, but that feature does not tell the complete story) by that I mean... Right now deals won't be rotting unless you have an activity,  but how can you know the number of activities that the sales rep got in each stage?  

     

    For example if the sales rep made 10 calls to a prospect at a specific stage wouldn't be worth to kill it? or at least exchange ideas with the manager?

     

    If this information is displayed below the pipeline (the green bar in the deal section) sales reps could make better decisions. The feature that says the number of days in each stage is a good start but it does not tell the complete story.

            

  • Jorge Martínez Marbán
    edited August 2020 #8

    @Jorge Martínez Marbán  - You can customize where the panels on the Deal Details view show up. You can drag the most important panel to the top.

     

    I agree that a 'tooltip' functionality that describes the pipeline stage more, or the fields more, will help immensely. I also agree that high-level stats about how many emails, calls were exchanged with the customer will also help.

     

    I am not sure how adding checkboxes below each Pipeline stage will help though.

    Thank you for the answer Amit. Below I have display in a more detail manner the checkbox outcomes for sales reps

  • Jorge Martínez Marbán
    edited August 2020 #9

    Almonzer is here, UX Product Manager in Pipedrive, joining the discussion to share with @Jorge Martínez Marbán , @Amit Sarda  and @Shobhit Gaur  our work to bring more information to your list views in order to make decisions better faster. 

    Here is our prototype idea, would love to hear your feedback:
     

    image

    Thank you @Almonzer I love the idea you are working on. In my perspective having the buttons on the left is helpful otherwise you need to move the mouse a little more on the left and if you have a big list this consumes more time. 

    I like the idea of @Amit Sarda, shortcuts would be incredible to have. 

    Also because you are a UX product manager in my previous post I provide a little more detail on why outcomes below the green pipeline for each specific activity would be helpful. 

    One thing I did not mention before is how to make your sales rep even smarter. Rith now nor the sales manager nor the sales rep know if they are stuck on a certain activity because the rutting feature only tells part of the story. 

    Right now we have not visibility at all of how many activities were done at a specific stage, for example, if a sales rep has made 10 calls at a specific stage and he could not get move the deal forward would be nice to kill the deal, reprioritize it, move to another pipeline or at least discuss it with the manager. @Shobhit Gaur @Mike van der Valk @Inês Batata This visibility is not present in the day by day operation, therefore we got bigger and bigger pipelines with deals that are not worth to have it at all. 

    If we make the sales rep smarter, providing the right information, the process could become easily scalable and the sales department could grow more easily. 

     

    Below is the answer from the other comment in case you missed it. 

     

    Basically, the idea is to focus the sales rep on outcomes that he most gets before moving to the next stage. Outcomes would be different from activities because an outcome can be reach with 1, 2 3 or more calls, emails, Linkedin messages, etc

     

    Once those outcomes were obtained the deal can move to the next stage. If we could have checkboxes for each stage displaying below the pipeline, this will help to guide the sales rep on what are the outcomes that he most accomplishes at a specific stage to move the deal forward. (This is good for a sales manager in case you want to scale your sales workforce, for that you need a replicable process) So the laser focus is the outcome not the activity by itself. Activity leads to outcomes. 

     

    Also, one important thing to notice, right now nor the sales manager nor the sales rep knows if a deal is stuck in a certain stage, (of course you can have the rotting feature, but that feature does not tell the complete story) by that I mean... Right now deals won't be rotting unless you have an activity,  but how can you know the number of activities that the sales rep got in each stage?  

     

    For example if the sales rep made 10 calls to a prospect at a specific stage wouldn't be worth to kill it? or at least exchange ideas with the manager?

     

    If this information is displayed below the pipeline (the green bar in the deal section) sales reps could make better decisions. The feature that says the number of days in each stage is a good start but it does not tell the complete story.