Sales Pipeline & Lead Management

Manage sales leads and opportunity pipeline in Insightly CRM

Increase sales with lead and pipeline management 

Sales pipeline and lead management are essential components of any CRM. The sales pipeline is a visual representation of the stages a potential sale goes through, from initial contact to when the deal is closed by the sales representative. Lead management involves tracking and nurturing potential customers (leads) through various stages of the sales funnel, from lead capture to sales opportunity to conversion to a closed-won sale. 

These functionalities provide a systematic approach to organizing and streamlining the sales process. With this feature, businesses can gain visibility into their sales activities, identify potential bottlenecks, and optimize their sales processes. Lead management ensures that businesses can efficiently capture, qualify, and nurture leads, increasing the likelihood of converting them into paying customers. Overall, these functionalities enable businesses to improve sales efficiency, enhance customer relationships, and ultimately drive revenue growth.

The benefits of sales pipeline management and lead management

Capture relevant details about each lead

When managing your sales pipeline, you need to create and manage leads. Leads could be obtained through a form on your website, trade shows, meetings, and other marketing activities where you’ve gathered contact information for your leads or sales targets. With Insightly CRM, you can automate the capture of all relevant information, such as lead source, lead date and time, lead first and last name, lead organization, lead title, lead contact status, lead owner, and more. 

Prioritize leads and distribute based on criteria you set

Lead management allows businesses to prioritize leads based on their likelihood to convert. By identifying and focusing on high-quality leads, sales teams can allocate resources more effectively and increase the chances of successful conversions.

Once you have leads coming in, you can assign them to different members of your team manually or by setting up a lead assignment rule. Lead assignment rules automate the process of assigning leads as they are added to Insightly, making it easier for sales managers and teams to distribute leads evenly or according to specific criteria. You can choose to assign leads in a number of different ways, including geographic area, by size of company/number of employees, by round robin or rotating basis to spread leads evenly across your team, or by any custom field you set in Insightly.

Convert leads to opportunities and track deal progress

With a glance, you can track leads through each stage of the sales process, from initial contact to closing the deal. Analyzing the sales pipeline helps businesses identify bottlenecks and areas for improvement. By refining and optimizing sales processes, companies can reduce sales cycle times, enhance customer satisfaction, and ultimately increase revenue.

Once you’ve determined a lead is qualified, you’re able to convert the lead, and Insightly will create a sales opportunity, a contact, and an organization for you. To keep your Insightly data organized, these will all be linked to each other. Track leads and opportunities using the customizable visual lead and pipeline stages, Helping you track whether leads have been contacted or not. Also, manage opportunities using stages you set so you can monitor deals as they move from prospecting to proposal, to contract, and ultimately to closed-won deals.

Customize your pipeline stages

Insightly CRM provides a clear and customizable visualization of your sales pipeline. Tailor your pipeline stages to match your unique sales process. Whether you’re a B2B enterprise or a small business, Insightly adapts to your workflow, ensuring a perfect fit for your sales team and sales processes. Insightly enables you to create a pipeline that fits every need or sales channel that you have. 

By setting up a pipeline, anyone on your team can see the status of a project or opportunity, what has been done, and what still needs to be done. Use the opportunity pipeline Kanban view and your team can drag and drop opportunities from one stage to another as they progress through your pipeline.

Insightly also enables you to add a probability percentage for each stage of the pipelines that you’ve created. For example, if you typically win 20% of your proposals, you can insert 20% at that stage, which helps you better forecast future revenue from your pipeline.

Automate tasks and activities at each pipeline stage 

By leveraging Insightly Activity Sets, you can automate the creation of tasks and activities that should take place at each pipeline stage. For example, when an opportunity reaches the proposal stage, you could set Insightly CRM to auto-create task creation and assignment for proposal creation, proposal sending, and proposal archiving once the proposal/contract is signed. By using these automation features you can ensure that you and your team don’t miss any important steps or dates at each stage of the pipeline.

Frequently Asked Questions

Do all Insightly plans include the pipeline Kanban view?

Yes, the Plus, Professional, and Enterprise plans all include the kanban view of sales pipelines.

Do all Insightly plans include lead assignment and routing?

All plans include lead and pipeline management. Lead assignment and routing are available on Professional and Enterprise plans.

Is there a limit to the number of lead records I can store in Insightly CRM?

The Plus plan starts at 100,000, Professional allows up to 250,000 records, and records are unlimited in the Enterprise plan.