The Archive function allows salespeople to remove lost leads and opportunities from their active pipeline but still save all the associated data. We designed, what is in essence, a shadow pipeline with all the same stages of the process but instead of active leads and opportunities, it stores the lost ones frozen in time at the exact stage where they were lost. (By the way you can also move Won opportunities to the Archive if you want to keep your active pipeline uncluttered – it is simply a choice).
There are a number of reasons why we built the Archive. Firstly, you can simply click on the lead or opportunity in the Archive and immediately reactive and it comes alive again in your active pipeline. Simple as that, no stressing on finding the data.
Secondly, you can learn a lot about individual salespeople by looking at where in the sales process they lose the most leads – for example someone losing a lot of leads in the first stage can mean they are rigorous in their qualification or they are not very good at starting a sales process. Be worth knowing which, we think you would agree? Or you see they are great until the latter stages so maybe closing is an issue. Bottom line is now you have real data to help analyze their strengths and weaknesses.
It is not just the performance of salespeople, however, that you can analyse, there is also the performance of your actual sales process. Again being able to see where the majority of your opportunities are lost in the sales process can provide you with insights into whether you:
need to alter the process (maybe you need to add or subtract a stage)
do some additional training focused on that stage (e.g. how to better move to the proposal stage)
Add additional collateral to the stage for salespeople to use (e.g. customer case studies, templates)
Back From The Dead – No Problem!
So remember with Pipeliner when a cold lead reignites or an opportunity that went quiet suddenly calls all you have to do is reactivate – it is sitting waiting in the Archive at the stage it was lost with all the data in tact and now with one click it is back in your active pipeline – absolutely no stress involved unlike other CRMs where you need to scramble to reassemble the data.