Sequences are part of Sales accelerator and they help sales managers enforce best practices by introducing a set of consecutive activities for sellers to follow during the course of their day.
A manager can connect sequences to leads and opportunities that appear in a seller’s work queue, to help sellers prioritize activities to focus on selling, be more productive, and better align to business processes.
Every organization has its selling processes for sellers to follow. A sequence helps sellers overcome any inconsistencies in training or lack of documentation as they progress through the sales journey.
When you create a sequence, you define the activities you want your sellers to perform, and the order to perform them in as they handle leads and opportunities. This lets sellers concentrate on selling and gives them a better understanding of what to do next.
Prerequisites:
- The sales accelerator has been enabled and installed in your organization.
- User should have the Sequence Manager security role.
1. Let’s Create and activate a new sequence
- Sign in to the Sales Hub app.
- At the bottom of the site map, select Change area > Sales Insights settings.
- Under Acceleration, select Sequence (preview).
- On the Sequences (preview) page, select + New sequence.
- In the Create a sequence dialog box, enter the Sequence name, Entity & Description.
- Select Next and Choose and configure one of the following activities:
Email: Creates an email activity for sellers to communicate with customers.
Phone call: Creates a phone call activity for sellers to communicate with customers.
Task: Creates a custom activity that you define, such as scheduling a meeting. - Select the Add icon, and then repeat step 6 for all the activities that you want to add to the sequence.
- Select More options in the upper-right corner of the page, and then select Save.
- Select More options again, and then select Activate to activate the sequence.
- Select Yes in the confirmation message that appears.
Never add Set wait time as the last activity of the sequence or else an error might occur.
2. Connect an active sequence to records
Now that we have our new sequence activated, let’s attach it to some leads records. As we have created this new sequence for Leads, we can only use it for Lead records.
- Navigate to the Leads under the Sales area.
- Select the records to which you want to connect the sequence.
- Click on Connect sequence. The list of available sequences that appears includes sequences created by you and other sales managers.
- Select the newly created sequence, and then click Connect.
3. Edit an existing sequence
Well, if our organization changes its selling or communication process, we might want to edit existing sequences to reflect the changes.
You can only edit a sequence that’s in an inactive state, so you must deactivate it first.
- Navigate to Sequence by selecting Change area > Sales Insights settings > Under Acceleration, select Sequence.
- If the sequence we want to update is currently in Active state, then select it, and then select More options > Deactivate.
- Hover over the sequence, and then select More options > Edit.
- Now, either add or update one or more activities and click Save.
- Now, activate the current sequence so that it can be used again.
4. Delete a sequence permanently
Once a sequence is no longer needed by our organisation, we can choose to delete that sequence, and they’ll be deleted permanently from the app.
We can delete active or inactive sequences.
When you delete an active sequence, the records that were connected with the sequence will be disconnected from it.
- Navigate to Sequence by selecting Change area > Sales Insights settings > Under Acceleration, select Sequence.
- On the Sequences page, hover over the sequence we want to delete, and then select More options > Delete.
- In the confirmation message that appears, select Delete permanently.
Well, I hope everyone would at least try out this feature and analyse whether it accelerate and simplify your Sales process or not.
As it is in the Preview mode, we can expect some changes in future before release.
Till next time, Cheers 😉
