What is the Sales Pipeline?

The Sales Pipeline displays your new leads and enables you to view the key details required for successful follow up. Immediately after you follow up with a lead from the Sales Pipeline, you will be prompted to qualify the lead and schedule a follow-up activity to ensure regular contact.

In addition to displaying your new leads, the Sales Pipeline displays your other sales opportunities organized by statuses that determine where they are in the lead lifecycle.

sales-pipeline

  1. Displays new leads you enter and those you receive from your lead providers.
  2. Tip: Set up Lead Alerts in Top Producer desktop to immediately be notified via email and/or text message whenever a new lead is received.

  3. Displays leads you have contacted, but haven’t yet qualified.
  4. Displays those you are actively working with on an opportunity.
  5. Displays contacts with whom you have completed transactions.

What are contact statuses and how will they help me categorize my leads and contacts?

There are seven statuses you can use to identify where your sales opportunities are in their lifecycle (see Tracking the Lead Lifecycle Using Statuses). Using these statuses you will know exactly what stage a lead is in, enabling you to easily address the unique needs of each stage. The Sales Pipeline organizes your leads and provides quick access to each status.

Keeping the status up to date will help you determine what actions you need to take. For example, when first contact with a new lead isn’t successful, moving the status to Engage serves as an important reminder that follow up is required. Once you’ve qualified the lead, moving the status to Active (for a short-term opportunity) or Future (for a long-term opportunity) lets you know exactly where the lead is in their lifecycle.

How are the statuses assigned to contacts and leads?

With the exception of the New status, which is automatically assigned to new leads you enter and those you receive from your lead providers, you decide when to move a lead or contact to the next stage.

You can change the status when you wrap up the lead or from the Contact Record (shown below).

contact-status

  1. From the Home page, tap Contacts.
  2. Tap a contact to open their record.
  3. Tap the status (shown above) to select a new status.

Where can I view new leads?

New leads appear in the Sales Pipeline area (accessed by tapping Sales Pipeline on the Home page). Leads appear on the New list until you change their status to reflect where they are in the lead lifecycle.

sales-pipeline-new

Why should I view my leads from the Sales Pipeline instead of just viewing them from the Contacts list?

While you can view leads from the Contacts list, the Sales Pipeline organizes your leads based on where they are in the lead lifecycle. You can easily view new leads you enter and those you receive from your lead providers on the New tab, and also view those you’ve contacted but haven’t yet qualified on the Engage tab.

The Sales Pipeline also provides a quick and effective method of follow up and lead incubation. In a matter of minutes, you can view all the details you need to ensure successful follow up, and then qualify the lead and schedule a follow-up activity to begin the incubation process.

How do I receive leads in Top Producer Mobile?

If you have completed the setup in Top Producer desktop, you will receive leads from your commerical lead providers in Top Producer Mobile. You can also manually add leads in Top Producer Mobile, which will also appear in Top Producer desktop.

Can I be notified in Top Producer Mobile each time I receive a new lead?

You cannot receive Lead Alerts in Top Producer Mobile. However, if you have set up the Lead Alert feature in Top Producer desktop, you will continue to receive those alerts via email and/or text message.

Can I manually enter leads in Top Producer Mobile?

Yes. Leads you enter in Top Producer Mobile will also appear in the Sales Pipeline in Top Producer desktop.

  1. From the Home page, tap Sales Pipeline.
  2. Tap the Add Contact add-contact-icon icon.
  3. Enter the lead details. Select a status of either New (never contacted) or Engage (contacted, but not yet qualified).
  4. add-lead

How do I follow up on a lead?

From the Home page, tap Sales Pipeline, where new leads are displayed by default. The lead’s preferred method of contact appears adjacent to the lead’s name (see below). Tap to call/email (phone-icon/email-icon).

follow-up

Can I apply an action plan to a new lead in Top Producer CRM Mobile?

Yes, from the New tab in the Sales Pipeline, tap the lead > tap the Apply Plan apply-plan-icon icon > select the plan > tap Save.

apply-plan

For more information on applying plans, see Applying an Action Plan to a Contact.

Once I've applied a plan to a new lead, where can I view the plan's activities?

You can view the new lead’s activities from the Activities activities-tab tab in the Contact Record. (Go to Contacts > tap the lead > tap the Activities activities-tab tab.)

plan-activities

Can I send a Market Snapshot to a lead?

If you have a Market Snapshot license, you can send Market Snapshots to your leads in Top Producer Mobile. From the Home page, tap Sales Pipeline > tap the lead’s name > tap the Market Snapshot ms-icon icon.

send-ms

Immediately after the snapshot is successfully sent, you will be prompted to wrap it up by recording any details and scheduling a follow-up activity.

After I contacted a lead, I was prompted whether or not I wanted to qualify the lead and schedule a follow-up activity. Why should I do this?

Immediately after attempting contact with a lead, you are prompted to specify if the touchpoint was successful. Qualifying the lead by selecting a status will help you track the progress of your sales opportunities, while scheduling a follow-up activity will ensure successful lead incubation.

If you qualified the lead, move the status to Active if they are a short-term opportunity, or Future if they are a long-term opportunity. If you didn’t qualify the lead, leave the status set to Engage so you know that follow up is required.

Can I assign a lead to a team member?

Yes, if you have a team account, you can assign a new lead to a team member from the Sales Pipeline area.

Note: You can only assign a lead to a team member if the lead is unassigned or currently assigned to you. You will not be able to view leads already assigned to other team members. 

  1. From the Home page, tap Sales Pipeline.
  2. Tap the new lead, and then tap the Edit button.
  3. Tap the Assigned To field at the bottom of the page to select a team member, and then tap Save contact.

You can also assign a lead to a team member from the Contacts list.

  1. From the Home page, tap Contacts.
  2. Tap the lead to display their record, or perform a search to locate it.
  3. From their record, tap the Edit edit-icon icon.
  4. Tap the Assigned To field at the bottom of the page to select a team member, and then tap Save contact.