Rizer CRM allows you to set deal value and lifetime value intervals to estimate customer product usage duration, as well as configure stage probabilities, win dates, and subscription terms to forecast deal closure likelihood and new contract duration. The platform also enables you to define company targets by month and year for performance tracking on the scoreboard dashboard.
In the estimates section, there are three main components: Deals, Recycling and Targets.
The Deals section specifically focuses on stage probabilities, win dates, and subscription terms. It deals with the different stages of a deal, the likelihood of success at each stage, the anticipated win dates, and the terms of the subscription.
The recycling section lists all recycle reasons so you as the user can assign default recycling periods for each of them.
On the other hand, the Targets section is responsible for overseeing the overall company targets. These targets are typically grouped by month and organized by year, providing a comprehensive view of the company’s objectives and goals over time.
Stage probabilities
The Stage probabilities tab is a valuable tool for customizing win probabilities according to the stage at which a deal is initiated. This feature enables users to fine-tune win probabilities based on the specific stages of the sales process.
For example, in the image above, you can see that if a deal enters the Evaluation stage in Sales, it has a 50% chance of converting. These stage probabilities are different per pipeline and per stage to allow you more granular configuration.
Win dates
If in the step above we were setting win probability in the Win dates section, it’s crucial to estimate how long it will take for those deals to close. By knowing the time required for the deals to close, we can effectively plan and allocate resources accordingly.
As above, you do this at the pipeline level by stage. For example, a deal entering the Demo stage in Sales will take 10 days to close as a win.
Subscription Term
Each pricing model in the system allows you to setup estimates for deal value and lifetime value. Both figures signify the duration for which a customer will continue using a product. They differ due to the distinct nature of usage associated with each.
- The value of a deal refers to the estimated duration of a subscription, which is used to calculate the actual value of the deal. This calculation is primarily performed in the deal cart and pipeline.
- Lifetime estimates refer to the estimated duration of a subscription, which is used to calculate the customer’s lifetime value. This process is mainly carried out in reports and analytics for the CEO and management team.
The deal value can be utilized, for instance, for calculating commissions or establishing targets for the sales team, while the lifetime estimates provide managers with a higher-level and more realistic perspective.
Recycling
In the Recycling tab you have all the recycling reasons listed. For each of them you can set a default callback time.
When recycling a product for a specific reasons, this default call back time will be used to prefill the callback date selection.
You can further edit this if you wish at the time of recycling.
Targets
In the Targets tab you can define company targets for this year, going back to the moment you started doing business. (which you set in your organization settings)
This feature allows you to utilize targets within the scoreboard dashboard, enabling you to make direct comparisons between your current performance and the goals you have projected.
By integrating targets into the dashboard, Rizer CRM allows you to easily track your progress and assess whether you are on track to meet your objectives.