Using one platform for your sales and recruitment workflow allows for easier pipeline visibility and increased data integrity — as well as easier navigation between both the deals and jobs that you're working on. In this article, we'll walk through how to use Loxo's Sales CRM pipeline feature, which we call Deals.
Additionally, using advanced tools like MPC/Pitch in Loxo can streamline tracking and optimize your overall business development efforts.
The Loxo Sales CRM page features a simple and clean interface where users can build and customize one or more sales pipelines.
You can set reminders and keep track of notes, meetings, and emails with prospective clients all in one place.- Assign specific contacts to deals and utilize bulk outreach campaigns to enhance engagement and effective communication.
Watch our overview video or use the links below for step-by-step instructions and additional information.
Create a Deal Pipeline
Before you build your Sales Pipeline in the Sales CRM page in Loxo, one recommendation is to sketch out your organization's sales step-by-step sales conversion process.
You can build multiple pipelines for your account, and you can determine how your team will execute business development and placement strategies across the various pipelines. Some customers set up one pipeline per industry, others build pipelines for individual team-members. You'll know what works best for your team, and how many pipelines are necessary for your business development efforts. Additionally, you can create alternate pipelines tailored to unique workflows, such as industry-specific segmentation, and modify these pipelines as your business strategies evolve.
Read the instructions below to set up a new sales pipeline using Deals.
To access the Sales CRM, click the $ on the navigation bar on the left.
On the Sales CRM page, click the List icon in the upper right-hand corner.
Click "+Create New Pipeline."
Add a Pipeline Name.
Note: You cannot create two sales pipelines with the same exact name in the Sales CRM. If you are creating multiple pipelines, please use a unique identifier when choosing your pipeline names.
Add the Deal Stages you want for this pipeline. Three starter stages are provided for you, but these can be customized by typing within the gray box of each.
Give a name to each stage and assign a Win Probability percentage. The Win Probability percentage for each stage in the pipeline is your confidence in winning a deal by the expected close date, based on which stage it's in throughout the process. This percentage is used to calculate your pipeline's Expected Deal Value.
Click the blue + button at the top right to add new stages
Add a Rotting Age. The Rotting Age alerts you to Tasks that are attached to your Deal that are now overdue. Tasks that have hit their Rotting Age will turn red so you'll know which ones need attention.
Click Create.
Remember: You can come back and edit your pipeline stages or settings at any point. To do so:
Click the List icon in the upper right corner of the Sales CRM
Select the pencil icon to the right of the sales pipeline you want to edit
This will open the Edit Pipeline window, which looks similar to the Create Pipeline modal.
Once a pipeline is created, you have the option to change which pipeline is your default pipeline - it will be the landing page for the Sales CRM if you have multiple pipelines. To do this:
Click on the Pipeline list
Click the pencil icon for the pipeline you would like to mark as default
Toggle Make default to ON
Click Save
This pipeline will now be the pipeline that is present when you navigate to the Sales CRM and will appear at the top of the list of pipelines.
The Sales CRM Pipeline View
The Pipeline view of the Sales CRM page offers an intuitive drag-and-drop board, much like Loxo’s Kanban view in Job Pipelines. Users can manage the status of their Deals by dragging and dropping them into the appropriate stage of the pipeline. You can switch over to your Pipeline view by clicking the Kanban toggle in the upper left corner of your Sales CRM.
There are two key numbers to point out at the upper left corner of your Sales Pipeline.
Total Deal Value - This is the total value of all of the Deals in the pipeline.
Expected Deal Value - This is the calculated expected Deal value, based on the value of the deals in conjunction with the Win Probability percentage at each stage.
For example, if your first stage has a total value of 100 and a win probability of 10%, your second stage has a total value of 200 and a win probability of 50%, and your final stage has a win probability of 100% and 50 then your Total Deal Value is 350 (100 + 200 + 50) and your Expected Deal Value is 160 (100 x 0.1 + 200 x 0.5 + 50 x 100).
Note: if you apply any filters or search for any Deals using the top search bar, the values will change based on the results that are shown.
The Sales CRM List View
The List View of the Sales CRM page gives users insight into all Deals across all stages of the selected pipeline. Click the List icon in the upper left corner to toggle to the List view, and use the List icon in the upper right corner to swap between pipelines.
Users can sort and filter the List view by Deal name, owner, stage, company, etc.
The List View is great for getting a brief overview of additional fields for Deals that are not visible on the Deal Cards from the Pipeline View.
Account admins can create and manage custom fields for Deals from the List View by clicking the Gear icon in the upper right corner.
Custom Fields are perfect for tracking or storing additional information or metrics about your Deals.
You can learn more about building custom fields and more about customizing your page views in our Help Center.
Any custom fields or smart tags that admins add to the Deals grid will be available across all Sales Pipelines.
