SALES PIPELINE TECHNICAL - Hawksoft User Group
SALES PIPELINETECHNICALDiscussion on how Sales & Retention is designed and intended to work, alook at the underlying logic, and best practices for getting good data
HousekeepingWIFI username: info@hawksoftusergroup.orgWIFI password: 888641
Introduction Who am I? What do I do? Why am I talking to you today?
Todays topics Presentation expectations. The HawkSoft philosophy of Sales Pipeline. Technical tour of Sales Pipeline and Retention. How can you support healthy reporting? What is coming next?
What to expect in this presentation Who is this for? What this presentation is not? HawkSoft design choices for Sales pipeline.
Philosophy of HawkSoft Sales PipelineHawkSoft Sales Pipeline is a "push to empower independent agents to better manage theirbusinesses, sell more insurance, and improve service to their customers"The key is actionable reporting that will enable an agency’s sales strategyStages of the Sales Pipeline *Measure and AnalyzeMap Out Your ProcessUse Pipeline Management Tools(HawkSoft Sales Pipeline)Don’t Neglect Your Post Sales Stages* Peterson, Alek. “Infographic: A Breakdown of B2B Sales Pipeline Stages.” TechnologyAdvice, 26 Jan. 2017, Link
Philosophy of HawkSoft Sales PipelineRobust Lead Processing and Action Driven Renewal ManagementThe main components of each report is the policy status and the datePolicy StatusAll status that are in the pipelineTimeFuture state, when you think it will go liveCurrent state, What happened in the currentstatus of my pipeline
The Sales Pipeline FormulaAll SALES PIPELINE policies, with a Status, includingany sub-status {Lead, Prospect, Refused, Rejected}are displayed by policy count or premium.The totals can be Grouped By Agent, Office, or Policygrouping.They can be viewed by actions that need to be taken(Effective Date) or actions that have occurred(Status date) in an available date range.
The Four Main Pipeline restedinterest.businessin aquote
Status and Effective Date Report datesThe key to understanding Sales & Retention reports is inunderstanding this filter Date are reported in five increments Status Date Current State– (What state are my policies at now)Example 30 days60 days90 daysAll datesLook at the changes in datesShow changes in the in the client file and reflected in the reportProposed Effective Date Forward Looking -- (Proposed Effective Date, when you thinkThe policywill bind)
Key Sales Pipeline Report CriteriaThe report will only include the Client type Customer or BlankPipeline policy status include only the four main four and sub-status for thepipelinePremiums are annualizedOnly 6 and 12 month policyAll other policy periods are not calculated in the report at this time
The Power of the Sub-Status The intent was for a sub-status to indicate what needs to be done next. Keep It Simple Focus on creating a select list of sub-statuses that signal what needs to happen forthem to move further down the pipeline. Show Customizable default List
Renewals: The Next 60 days Expiration Renewal Time toaction Cross-sell reports What happens up to and afterRenewalReplaced (Pending) Cancelled (pending) Renewal (Pending)
Renewal FormulaAll active policies from a customer that have an expiration date with in and up to 60 days from today.CommercialRenewalsPersonalRenewalsCross-sell opportunities during renewal reviewNo Active AutoNo Active HomeNo Active UmbrellaIf it will expire in the next 60 days or if the system believesit will renew in the next 60 days, it is included in this KPI.
Sales Pipeline Sales Navigation Side Navigation All numbers are totals inthe pipeline with no filtersapplied
Report Functions Dimensions: Group BySearch ByDate RangeBYCompareTable Filters
Report Detail viewDetailed record of your selectionRe-summarize your selectionFilter specific fields
What can you do to support good reporting?Your reports are only as good as the data is entered Manage your data Work with customer service on HawkSoft data tools All effective dates and status are populated Make sure your sales people are changing thedates and status Clean up imported leads and policies HawkSoft Data importer
What’s next for Sales Pipeline? Close Ratio; Time to Close / Sales Velocity Sales pipeline automation tools Next Gen of HawkSoft reporting An optimized reporting engine built around HawkSoft Cloud. What do you want to see?
Questions?
HawkSoft Sales Pipeline is a "push to empower independent agents to better manage their businesses, sell more insurance, and improve service to their customers" Stages of the Sales Pipeline * The key is actionable reporting that will enable an agency’s sales strategy Measure and Analy
Pipeline device hardware, Pipeline network, the Pipeline host hardware, the Pipeline application software and the Pipeline media disk storage systems. Each of these components is described below. Pipeline device hardware Pipeline device hardware has up to four independent channels with SDI I/O for capture and play out. The SDI
sales pipeline are critical skills for any sales manager. But the sales pipeline management process can often be challenging and overwhelming. In order to set the sales team up for success the sales manager must first make a realistic assessment of the existing pipeline process. The sales manager should identify and define or redefine the .
Aug 09, 2019 · Sales Pipeline Tracking and Reporting Template Set What’s Included in the Set With the Sales Pipeline Tracking and Reporting template set, leadership will gain visibility and glean critical insights into the sales pipeline across your organization. Sales Pipeline Sheet One location
A key metric that Sales Managers routinely focus on is sales pipeline. Dynamics 365 provides managers with a complete view of forecasted sales, with the ability to segment the pipeline by product, by territory, by salesperson, or by sales stage. In this example the sales pipeline is displayed as a sales funnel segmented by sales stage.
Page 2 of 22 ODNR‐DSWR Pipeline Standard 12‐3‐13 Pipeline ‐ The pipeline and its related appurtenances. Pipeline Company ‐ The entity responsible for installing the pipeline, its successors, and assigns, on its own behalf and as operator of the company. Right‐of‐Way ‐ Includes the permanent and temporary easements that the pipeline company acquires
and Hazardous Liquid pipeline risk models. Operators establish risk models to address risk and improve safety within their respective pipeline systems. Pipeline risk models are a foundational part of the assessment of operational pipeline risk. Federal pipeline safety integrity management (IM) regulations require pipeline operators to use risk
Page 2 of 22 ODNR‐DSWR Pipeline Standard 12‐3‐13 Pipeline ‐ The pipeline and its related appurtenances. Pipeline Company ‐ The entity responsible for installing the pipeline, its successors, and assigns, on its own behalf and as operator of the company. Right‐of‐Way ‐ Includes the permanent and temporary easements that the pipeline company acquires
Dictator Adolf Hitler was born in Branau am Inn, Austria, on April 20, 1889, and was the fourth of six children born to Alois Hitler and Klara Polzl. When Hitler was 3 years old, the family moved from Austria to Germany. As a child, Hitler clashed frequently with his father. Following the death of his younger brother, Edmund, in 1900, he became detached and introverted. His father did not .
