Sales process

XenCALL can be used for a variety of Sales Processes, and can be adapted to fit your business model and specific needs.

Defining a sales process

To define your Sales Process, break it down into steps. Some possible questions to answer are:

  • What happens right at the very beginning of your contact with a customer?
  • What does a successful first call look like?
  • What needs to happen next?

An example of a XenCALL user's Sales Process:

  1. Opener agents call leads in the General Leads queue. When they qualify a lead as a potential sale, they transfer the lead to the Qualified Leads queue.
  2. Closer agents call leads in the Qualified Leads queue. If they close a sale, they transfer the lead to the Appointments queue and set an appointment for the sale to take place. If the lead needs further work before a sale can be made, they transfer the lead to the Verification queue.
  3. Verification agents call leads in the Verification queue. After a lead has been verified, they transfer the lead to the Appointments queue and set an appointment for the sale to take place.
  4. After an appointment successfully takes place, the lead is transferred to the Completed Sales queue.

Is your Sales Process similar to this? If not, how does it differ? Thinking about the different stages of your Sales Process will help you build it into XenCALL.

Building a sales process

After defining your Sales Process and identifying the different stages, the next step is to map those stages to the different queues and agent groups in XenCALL. If you have several different kinds of agents, you would want to utilize our User Folders structure to keep them sorted for ease of use. If you want to have an additional queue between Qualified Leads and Appointments, creating and configuring a new queue would be your best option. Whatever your Sales Process needs, XenCALL can be configured to maximize your usage.

What is the simplest sales process?

An example of a very simple sales process is to have all your agents dialing leads in the General Leads queue and transferring sales to a Completed Sales queue.