Using Upscale Starter on My Mobile

Upscale is primarily a mobile app with a PC app to support it. So learning to use Upscale on your smartphone or tablet is important. It’s easy, so why don’t you grab your mobile device now, browse to the mobile site ( m.growingorganisations.com ) and login to Upscale. Then follow these few steps to maximise the value from Upscale Starter.

Menu:

  • Capturing Leads
  • Adding Selling Activities
  • Celebrating Deals
  • Generating Reports/Dashboards
  • Learning from your Dashboards – in brief (There’s more here)
  • Accessing Coaching Resources

Capturing Leads

All of the value you can gain from Upscale depends on both your Member Profile information and the Lead information you capture in Upscale. However, we have kept the data entry requirements to a minimum and on your mobile device we’ll only ask you for the basics – enough to create a unique identifier for each lead.

  1. Login to Upscale on your mobile device.
  2. Touch the Capture Leads icon
  3. Enter at least the First Name, Last Name, and Company (employer) details. These are used to create a unique identifier for this lead.
  4. Optional: Add the  Email address, Phone number and a Note for your use later. (eg. what that person or company may be interested in, the name of the person who gave you the Lead, etc)
  5. Touch Save. Upscale will confirm when the Lead has been saved. You will then be able to access this lead on your PC and add further details if you wish. You can also add Leads on your PC in the Capture New Lead tab.

Once you have captured a lead on your mobile, link to this Lead all your selling activities associated with this person or company by using the dropdown Lead menu on your PC. This association of activities with leads allows Upscale to create meaningful reports for you to use in understanding your present effectiveness, working on your performance improvements, and planning your goal achievements.

Adding selling activities

To add a selling activity to your database you only need to click on the + or – buttons next to the activity on the Selling Activity form. For example, when you make an approach to request a meeting with a prospect or client to uncover a new opportunity, click the + button next to “Approach”. If you wait until the end of the day before recording your activities, click the + button to enter the total number of Approaches for that day. If you forgot to add an Approach yesterday (or on some other past date), select the relevant date on the calendar by touching the back or forward arrows then click the + button to ensure the correct total number of any Activity is recorded for that date. Click “Save” to upload your data. You may correct or add/delete data on this page at any time and, once saved, your data is secure online. You can also add Selling Activities on your PC.

We recommend adding Selling Activities through the day as you complete them. But check each evening to make sure you have recorded all your Selling Activities.

  1. Login to Upscale on your mobile device
  2. Touch the Selling Activity icon
  3. Select the selling activity you want to add and touch the + or – button until the correct number appears.
  4. Touch Save to upload your data.

Celebrating deals

It’s important to celebrate when you get a deal signed off, and filling in the brief details in Upscale should become a celebratory ritual!! Why? Because if you capture these few details for each deal, then the Average Results Dashboard (displayed on your PC). Those Averages will give you valuable insights into your financial performance. 

  1. Login to Upscale on your mobile device
  2. Touch the Deal Made icon
  3. Enter the total value of the sale  in the Deal field – Required. (Any currency can be used. Ignore decimal numbers)
  4. If this Deal has earned you a financial benefit such as a bonus or commission, enter the amount in the Commission field. If not, then enter zero “0”. Required.
  5. Associate the Deal with a particular Lead by touching the Lead field and selecting the right name from the list that appears.
  6. Add a note for yourself if you wish. For example, main products sold, or action required.
  7. Upscale will confirm when your Deal details have been uploaded. This Deal will be immediately displayed in Upscale on your PC.
  8. Go party!

Generating Reports/Dashboards

The Dashboards are the basis of the value proposition behind Upscale. Based on your Dashboards you can see and understand your current selling performance and develop plans for self-managed professional development. Upscale gives you insight that no other digital tool gives you. We have created a comprehensive guide to interpreting your Starter Dashboard.

  1. Login to Upscale on your mobile device
  2. Touch the My Dashboards icon to display your Dashboards
  3. Compare the shape of you funnels to learn about your over all effectiveness (See “Learning from your reports” below.)
  4. Read the values in your funnels to see how much mission-critical selling work you have done
  5. Analyse your Ratios to pinpoint where you could focus your professional development for maximum performance improvement
  6. For further insight and learning opportunities, check out our extended guidelines on interpreting your Dashboards
  7. Remember that Upscale on your PC also offers you a financial “Averages”  Dashboard for more advanced analysis and planning.

Learning from your reports

The Performance Dashboard is the core report in Upscale. Essentially Upscale compares your last 6 weeks’ activities with your last 12 months’ activities. This gives you insight into your performance improvements (or declines) over time.

Digging deeper, though, Upscale reports both your Actuals and your Ratios. The Actuals show you what you have been doing. The shape of each funnel visually illustrates your effectiveness. For example, if your funnel narrows quickly from top to bottom, then you are losing a lot of business as you move each Lead through the buying process. A small proportion of your Leads is converting all the way through to Deals. That says you have been a less effective salesperson.

However, if your funnel looks more like a pipe than a funnel, with little narrowing from top to bottom, then a high proportion of your Leads is converting through to Deals. That says you have been highly effective.  

When you compare your Actuals from the Last 6 Weeks with your Actuals from the Last 12 Months, you can figure out whether your performance is improving or declining.

If you touch the Ratios tab, you will see a set of critical performance ratios. These indicate in more detail how effective you have been (again split into Last 6 Weeks and Last 12 Months) particularly in certain, mission-critical performance factors. Ratios divide one critical activity by another which is highly dependent upon your effectiveness in the first. For example, someone who is highly effective in approaching prospects and customers for sales meetings will have a Meetings Ratio closer to 1.00. A less effective salesperson will have a higher ratio. A “perfect” performance would be 1.00.

NB.: Some Dashboard reports are not available in Upscale Starter.

Accessing the coaching resources

Wherever you see a “Coach Me” icon in Upscale you are just one click away from helpful coaching advice. Click the Coach Me icon and then click the “Call my Manager” link and your phone should (if compatible) dial the number for your Manager which you entered in your Account details. You can discuss your situation and get real time advice about product selection or selling strategy.

Upscale Pro offers other Coaching Resources. Upgrade today for a paid subscription with all the Upscale Pro features and functions. Go to My Account and select Upgrade to Upscale Pro.

  1. Login to Upscale on your mobile device
  2. Touch the Coach Me icon
  3. Select the service you prefer and either browse the online resources or discuss your situation in person with your Manager.

Still got questions?

If this information has not helped you, please email us your questions and we’ll very happily try to assist you.

Upscale is designed and built by salespeople for salespeople. Therefore we highly value the comments and ideas that come to us from our Upscale members. That’s you! So please send us an email any time you have an idea that could improve Upscale Pro. Our vision is to create super-useful tools for sales professionals that will save them time and energy and make them more effective. So we’d love to have your suggestions from one sales pro to many others. 

We wish you great success with Upscale Starter!