Set up custom rules to avoid the busywork of making sure your leads have the right process.
Nutshell Pro customers can create multiple sales processes to automate their workflow. When you open a lead in Nutshell, it automatically receives a sales process. You can select the default process and intelligently automate the process selection and overlay based on certain criteria under Setup > Triggers.
Here you can edit process selection rules, telling Nutshell which pipeline and sales process to add to a new lead. The process selection logic is only applied at the time the lead is created, so we recommend creating rules based on information that you have up front. Check out overlay processes below to automatically add sales process steps after the lead is created.
You can create rules based on:
- Company type
Let's say you use a unique sales process for all of your Leads in the Retail industry. You can set up a rule to automatically add your Retail sales process to the leads containing the industry "Retail" (note that Industries are set at the Company level, so a lead in the retail industry would need to include a company with "Industry" set to "Retail"):
You can define rules to automatically apply overlay processes (additional sales processes that are attached to a lead) when certain conditions are met. Any of your sales processes can be used as an overlay, but we recommend creating specific partial processes (processes that only include steps in certain stages) to use as overlays. For example, you could add specific steps to your sales process to upsell your leads on a related product once they've expressed interest in a different product and it is added to the lead.
Your overlay process won't overwrite the existing sales process on a lead, but it will add additional steps into the stages. For example, say I reach the stage of my process called "Decision", where I'm giving a demo and the lead expresses interest in purchasing a printer. Since my business also supplies toner, ink, and paper, I add the product "Printer" to the lead and the sales process automatically reminds me to see if the lead is interested in toner, ink, or paper.
You can create overlay assignment rules based on:
Add an overlay upon completion of a sales process step
Overlay sales processes can be attached to a lead when a step is completed. In the sales process editor, click the magic wand icon on a step to display the 'Perform an Action' menu. Here, you can choose to attach an additional process when the step is completed.
In the example below, once the selected step is checked off, the steps to upsell toner will automatically appear on the lead.
You can also perform an action when the step is completed and certain criteria (custom fields) are met.
When the step is completed and certain criteria are met, an action is performed - in this case, it's attaching the overlay process Toner Upsell. If the criteria are not met - or else - then a different process will be attached.