Multiple sales funnels: how and why is it important to use them in your sales operation?
In your commercial management, have you ever had the need to evaluate your sales funnel by separating product lines, businesses, acquisition channels or other factors? So know that this is an important path to results! After all, t or with multiple sales funnels can not only facilitate the operation but also lead to more assertive strategies and thus in a larger number of deals closed.
But how to manage this optimally? This is possible when working with multiple sales funnels within the CRM tool – which is why, in this article, we’ll talk about this operating model and also about the new features of Agendor, which now allows the inclusion and automation of several funnels on your platform. Read on to find out more!
When does it make sense to work with multiple sales funnels?
As we know, functioning as a representation of the buying process, the sales funnel helps to understand what needs to be done to attract, convert and retain customers. Thus, due to its relevance, the resource is currently used by most commercial teams worldwide.
Bonus: make your team achieve high sales performance with our CRM platform
Agendor is a CRM and business management platform that works as a control panel and personal assistant for B2B sales teams.
However, many companies, depending on their business model, the products or services they offer or even the public, work with different shopping journeys or need to monitor their conversion rates separately. In these cases, the ideal is not to work with just one, but with multiple sales funnels – even if their steps are the same.
But what would these situations be? Let’s talk a little about them and cite examples to make it easier to understand.
Different product lines
Those who sell different product lines often need to work with different sales processes.
Let’s assume that your business is a car dealership and that, in addition to selling cars, you also sell parts and insurance. It is evident that your operation cannot work in the same way for all these products, after all, they belong to different categories, will have different cycles and particularities that need to be considered in the commercial strategy.
Different types of hiring
In addition to products, you may be working with different hiring models. Do some customers make a recurring subscription to your product or service, while others only opt for a one-time hire? Again, we have two scenarios that require specific postures and whose results need to be analyzed separately.
Diverse Business Profiles
Another context in which working with a tool that allows the creation of multiple funnels makes perfect sense is when it comes to a company that operates with more than one business profile. This happens when there are two operations in the same business: one focused on B2C sales and the other on B2B sales or wholesale and retail, for example.
Public and private sector customers
Still, we can also think about the case of differentiation between the sales cycle of a client from the public sector and the private sector. If you have a company that sells machines to both customers, you will certainly have a much longer bidding process and different steps in each journey.
Pre-sales, sales, and after-sales
In addition, if you want to have even more control of the commercial operation, working with multiple funnels can be very interesting to fragment the cycle and separate pre-sales, sales, and after-sales. This allows you to work in a targeted way, detailing and digging deeper into each step.
Funnels by channels
Another interesting possibility when having a CRM tool that offers the option of creating multiple funnels is to determine the journeys according to the sales channel. Many businesses work, for example, with inbound and outbound marketing, having distinct processes and even separate teams.
Why start using multiple sales funnels?
The multiple sales funnels not only help to better organize the commercial operation but also allow to evaluate the efficiency of each one separately, which reflects in a better decision-making process, among other benefits. Check out some of the main ones!
Achieve more assertive strategies
Establishing different funnels, according to the needs of the enterprise, makes it possible to determine strategies specifically aimed at each situation and, thus, much more assertive. You can, for example, define a funnel just for corporate customers and enter additional steps or actions that make sense only for that type of sale—but which, in these cases, are very effective.
Have greater sales predictability
With more specific funnels, it is possible to better observe the behavior of each type of customer or each product line and identify patterns related to them. Therefore, you will also be able to work with greater predictability, which makes sales planning much easier.
Get to know the sales team better and direct efforts
In addition, when working with multiple funnels, you can understand which salespeople perform best in each product line or customer profile and can better target the performance of the sales team, improving its management.
View the results realistically
Finally, by establishing several funnels, it will also be possible to view the results separately by funnel and make a detailed analysis of each one of them. This is very important for having a realistic view of the business and understanding the gaps that need to be improved in each process.
If you, for example, sell to public and private without separating the funnels, it is impossible to identify whether the cycle time is long overall – and something needs to be done about it – or whether it is just longer just for customers of the public sector.
Try the multiple sales funnels on the Scheduler
With the new features of Agendor, always created and improved based on customer feedback, it is now possible to create and automate multiple sales funnels in our CRM platform.
The update, now available, allows you to manage from pre-sales to post-sales or define separate funnels for each product or service line, type of customer, business model, sales channel or any other that makes sense for your business.
In the tool, you can add as many funnels as you like, name them, define the steps of each one freely and select the filters that are related to that process. Also, in addition to creating multiple funnels, we have added several features that will enhance the management of the sales funnel and accelerate your prospecting.
The funnel customization features are located in the side column, which brings together a series of new possibilities for actions, such as:
- View companies and people without businesses;
- Create a new business just by dragging;
- View customers from an imported Excel list;
- Working campaigns (marking products and filtering);
- Continuing a business from another funnel;
- Duplicate business by dragging from one funnel to another;
- Choose more than one filter option;
- Filter by city and area code.