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Manage Sales Process

Manage Sales Process

In this article:

About Sales Process

Lasso’s Sales Process feature, found in the Project Admin Center, helps sales reps consistently follow up with their prospects by alerting them to sales activities that need to be completed based on certain triggers – an online registration for example. The Sales Process is set up using specific criteria as triggers that automatically notify the reps to perform required activities such as phone calls or emails depending on the trigger.

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Triggers can be based on various items or events within Lasso, including:

The Sales Process setup can be very simple or complex depending on your needs. A Project Administrator can set up multiple sales processes for a single project, to ensure that the many facets of the registrant to purchaser conversion are covered.

Add Sales Process

To add a sales process:

1 – Go to the Project Admin Center.

2 – Click on Project Setup and select Sales Process.

On the Sales Process page, under the Add Process panel on the right, you will see blank fields where you can begin to enter your new Sales Process.

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Note: If fields under Add Process are not blank, click the Add Process button.

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3 – Give the Sales Process a Name to easily identify it.

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4 – Select the Registrant Status that will trigger the activity. This field is applicable for only those Lasso clients who are using the Inventory Center or have integrated an inventory management system with Lasso that activates the Registrant Status. If this does not apply to you, select Normal.

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5 – In the Trigger Type field, select the item that you want to trigger the sales process. For example, if you are creating a sales process for Online Registrations, you would select Registrant Source Type.

6 – When you select the Trigger Type, a new field will appear, depending on what you selected as the type. Select the appropriate Trigger.

For example:

  • If you select Registrant Source Type as the Trigger Type, the Source field will appear. If you are setting up a process for leads that submit registrations via the project website form, you would select Online Registration in the Source field.

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  • If you select Registrant Rating as the Trigger Type, the Registrant Rating field will appear. If you are setting up a process for leads who are upgraded to an A rating, you would select A in the Registrant Rating field.

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  • If you select History as the Trigger Type, the History field will appear. If you are setting up a process for leads who have come into the Sales Center for the first time, you would select Visit in the History field.

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7 – Next, there are a set of three boxes:

  • On Insert: Check this box to trigger the sales process when a registrant is added to the system.
  • On Update: Check this box to trigger the sales process following an update to a registrant’s profile.
  • Clear Previous Activities: Check this box to replace existing activities on a registrant's profile with new activities based on a new sales process triggered following an update to the profile.

Note: ALL existing activities will be cleared, not just those that were triggered by a sales process.

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8 – Add a description of the Sales Process in the Notes field.

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Next, you will add the activities that you want generated by the sales process.

9 – In the Activity 1 section, in the Delay By (days) field, select or enter the number of days that should pass before the first activity is generated. Leaving the default of 0 will prompt the trigger the moment someone registers.

10 – In Activity Type field, select the activity. If Email is selected, the Email Template field will appear.

11 – If the Activity Type of Email was selected, in the Email Template field, select the email template that is to be sent. If another activity was selected, skip to the next step.

12 – Enter a description for the activity in the Notes field.

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13 – To add another activity, click Add Activity at the top of the Add Process This will bring up an Activity 2 section. If only one activity is needed, skip to Step 17.

14 – In the Activity 2 section, in the Delay By (days) field, select or enter the number of days that should pass before the second activity is generated.

15 – In the Activity Type field, select the activity.

16 – Enter a description of the activity in the Notes field.

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Continue to add as many activities as desired until you are satisfied with your sales process.

17 – Click Save.

The sales processes that you create will be listed under Sales Process.

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Update/Edit Sales Process

To update a sales process, select it under Sales Process and update the fields and/or activities as desired under Edit Process.

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To add an activity, click Add Activity.

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To remove an activity, click Delete.

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Delete Sales Process

To delete a sales process, select it under Sales Process and click Delete Process.

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Sales Process Examples for Online and Walk In Registrations

The following are two typical sales processes for new prospects who either submit their registration via the contact form on the project website or walk in to the Sales Center. With the Source Type (Online Registration or Walk In) as the trigger, two notifications are sent to the assigned sales rep – the first to email the new registrant immediately and then another to follow up with a phone call.

To set up an Online Registration or Walk In Sales Process:

1 – Go to the Project Admin Center.

2 – Click on Project Setup and select Sales Process.

On the Sales Process page, under the Add Process panel on the right, you will see blank fields where you can begin to enter your new Sales Process.

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3 – Give the Sales Process a Name such as Online Registrations or Walk In Registrations, depending on the Source Type trigger you will be using.

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4 – In the Registrant Status field, select Normal, which means the registrant has not become a purchaser.

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5 – In the Trigger Type field, select Registrant Source Type.

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6 – In the Source field, select Online Registration or Walk In, depending on which sales process you are creating.

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7 – Next, there are a set of three boxes that may be checked:

  • On Insert: Check this box to trigger the sales process when a registrant is added to the system.
  • On Update: Check this box to trigger the sales process following an update to a registrant’s profile.
  • Clear Previous Activities: Check this box to replace existing activities on a registrant's profile with new activities based on a new sales process triggered following an update to the profile.

Note: ALL existing activities will be cleared, not just those that were triggered by a sales process.

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8 – Add a short description of the Sales Process in the Notes field.

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9 – In the Activity 1 section, leave the Delay By (days) field at 0. This will prompt the trigger as soon as someone registers.

10 – In the Activity Type field, select Email. This will bring up an Email Template

11 – In the Email Template field, select the email template that is to be sent.

12 – Enter an appropriate description of the follow-up activity in the Notes field.

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13 – Click on Add Activity at the top of the Add Process This will bring up an Activity 2 section.

14 – In the Activity 2 section, select or enter the desired number of days in the Delay By (days)

15 – In the Activity Type field, select Phone Call.

16 – Enter an appropriate description of the follow-up activity in the Notes field.

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17 – Click Save.

18 – The sales processes that you create will be listed under Sales Process.

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