What is Kanban?
Kanban was developed by Toyota as a visual tool to display work flow and capacity planning at each stage. Within each stage there is only a certain number of items that can be placed at within each stage at one time. Therefore item have to move to the next stage to free up space and complete tasks.
By minimising downtime between activities, Kanban aims to save businesses time, money, and other resources. Kanban also aims to address bottlenecks before they arise, enabling proactive action to be performed rather than having work in progress wait impassively while issues are resolved.
How does qualified in sales work in kanban?
The process of examining potential customers to see if they have the qualities that make them a suitable fit for your product or service is known as sales qualification. Qualifying a lead or prospect, in plainer terms, is deciding whether or not they are interested and how much effort to apply. For example giving one phone call and not three.
How does disqualified in sales work?
Depending on the Lead Scoring guidelines your team has established, you may be disqualified. The prospect, for instance, could not be interested in the solutions your business offers or you may not have the products that are suitable for them.
Hot lead meaning:
If a customer’s status is hot this means the customer is more likely to close on a deal and are highly interested in the product or service. Therefore more effort is applied.
Warm lead meaning:
A warm customer is a potential customer who has responded well to your marketing or initial sales approach. Typically, by giving you their contact information, they’ve implied continued communication with regards to your products and services.
Cold leads meaning:
A cold customer is a customer who is not likely to purchase a product or service and has had little to no contact with the organisation however they can be contacted to reignite their interest.
Attempting to contact:
These customers have attempted to make contact for example by giving their contact information and communicating with a sales person. These types of customers are willing to make a purchase. Therefore follow up activities should be generated.
New contact:
These type of leads are have just been put into the system and now need to allocate to the categories above.
Opportunities and leads are different. A lead is a contact that indicates how interested they are in the product. An opportunity is a specific product and price they want at their time. One contact can have multiple opportunities as they want different things at different times.
Kanban is a diagram that displays each opportunity for a specific sales path. Sales representatives can keep deals going ahead by seeing all opportunities at once, and sales managers can effectively monitor the pipeline and make sure everyone is on track. For example a manager can double check if employees are completing tasks if everything is in draft for example they will be able to see this.
Kanban showing the list of opportunities is beneficial because it is,
Opportunities in Kanban categorises the leads into four main sections draft, progress, won and lost.
Draft is a section on the Kanban board which means the sales person has not yet made phone calls, emails or follow ups.
• If a lead is in the progress that means that negotiations are continuing between the sales person and the potential client.
• When leads are put in the category won this usually means the customer has agreed with a quote.
• When a lead is put in the lost category this means they do not want a quote and are uninterested. The reasons that the company keeps the lost opportunities is because it gives you feedback from the market place. On whether your prices are competitive, your products are desirable on that segment and the types of customers you need to attract. This is an opportunity for feedback.
Kanban task systems:
This is a system where the salesperson can see what each lead and opportunity enquiries are, for example an employee can note a lead that needs a telephone call for confirmation of delivery or an email that includes promotions.
Tasks workflow and automation
