Naturally, anyone in sales will want to log certain properties and statuses of each of their prospects. The Uptics Sales Automation software has preset properties in the system for you right out of the gate and allows for as much customization as you’d like.
With respect to your contacts that will be imported into the system, you can customize your Lead Source, Lead Status, and Lead Type options. These are important as they can help drive a lot of the automation once you get further along in the platform. You will also be able to use different search queries to filter through your contacts with respect to these properties, as well as use the reporting functions to see how your leads break down across different sources, statuses, and types.
With respect to any deals that get created within the system, you can customize your Deal Source, Deal Type, and Deal Pipelines/Status options as well. These are important for the same reasons in the aforementioned paragraph.
People and Company Tags are also managed in the same spot inside these settings, allowing for the creation, editing, or deletion of any tags in the system.
Lastly, you can set your Deal Status Indicator options to whatever time thresholds you would like. These color-coded indicators will help you easily distinguish the difference between deals that are about to close versus deals that may be a bit further out from closing. Check out this article for more information on the Deal Status Indicators.
To add, edit, or delete a Lead Status (same steps for Lead Source, Lead Type, Deal Source, Deal Type, Deal Pipeline/Stage)
Click on your profile icon in the bottom left-hand corner and click on Settings.
Next, under System Properties, click on Statuses.
From the Statuses pages, expand the Property Settings you'd like to add to.
Type in the dropdown option you'd like to add under the property and hit enter.
Drag and drop the order in which you'd like to see the different dropdown options appear in filters and other areas of the system.
To edit the name of a particular dropdown option, or tag, simply click inside the option name to edit, make your adjustments, and hit the checkmark off to the right to save.
To delete, hover over the right side of the dropdown option and select the trashcan to delete.
The philosophy behind Lead (Source, Status, Type) and Deal (Source, Type, Pipeline/Stage) Properties in your Sales Automation Software
To maximize the effectiveness of your sales automation, you will want to assess your current sales processes and determine if there are any properties you would like to add, edit, or remove from the system before continuing your setup. In doing this, think about your processes for new leads/contacts, as well as for new deals. Don't worry though, you can always add additional properties later on.
Example - Determining the Lead Source Properties for your business
The preset properties for "Lead Source" in Uptics Sales Automation Software include Organic, Referral, Cold Call, Cold Email, LinkedIn, and Paid Ad. Naturally, some or all of these preset properties will apply to your business. However, if they don't, feel free to delete any that are not applicable to you and your business. Think about any inbound leads you have coming in for your business and how you may want to (a) query any searches across your different lead sources, (b) create automation campaigns with respect to a certain lead source, or (c) create and run reports based off of different lead sources. Let's say your business runs a lot of paid ads through Facebook, Google, and Instagram. In this case, you may want to delete the "Paid Ad" lead source property and create a separate property for each of your paid ad sources, i.e. Facebook, Google, and Instagram.
The same steps/logic defined in the example above can be used to determine the other properties you may want to add, edit, or remove from the system. Here are a few questions to ask yourself in determining your Lead and Deal Properties:
Lead Source Properties: Do you have any inbound leads coming from a source other than the preset properties? Do you have multiple inbound lead channels that fit under one of the preset properties, and if so, would you like to break them up into their own lead source properties? Default Lead Source Properties: Organic, Referral, Cold Call, Cold Email, LinkedIn, Paid Ad.
Lead Status Properties: What is your current sales process? How do you define your prospects in each stage of your sales process? What stages of your sales process are crucial to have automation in place for? Default Lead Status Properties: New, Open, Interested, Not Interested, Meeting Booked, In Progress, Open Deal, Unqualified.
Lead Type Properties: How do you define or break down the different types of prospects you have? Are some of your leads qualified through certain marketing? Do you have a blog or email marketing tool that prospects subscribe to? Do you have certain parameters that make one lead type more promising than another? Default Lead Type Properties: Subscriber, Lead, Marketing qualified lead, Sales qualified lead, Opportunity, Customer, Other.
Deal Source Properties: Do you have deals that are initiated or created from different sources? How would you like to break down and assess your current deals with respect to where the deals came from? Default Deal Source Properties: Organic, Referral, Cold Call, Cold Email, LinkedIn, Paid Ad.
Deal Type Properties: How many types of deals/packages/services do you offer? Do you offer just one product or service, but have "upsell" options for existing buyers/customers? Do you have a tiered pricing structure and/or subscription-based offering that you'd want to identify separately from each other? Default Deal Type Properties: New Business, Existing Business.
Deal Pipeline/Stage Properties: What is your current sales process? Do you have multiple deal pipelines? At what point in your sales process do you envision a deal being created? What stages of a deal are you interested in having automation in place for each Deal Pipeline? Default Deal Stage Properties: Interested, Meeting Scheduled, Not Qualified, No Show, Follow Up, Proposal, Qualified, Contract Sent, Closed Won, Closed Lost.