Sales Funnel Automation Setup in Bitrix24
Managers handle deals in CRM, but each in their own way: one calls on day two, another after a week, a third forgets to call altogether. There's no unified standard for processing, no automatic actions at stages. A sales funnel with automation—a pipeline in CRM with robots and triggers at each stage—works on one algorithm for all deals.
What is Sales Funnel Automation
Sales funnel automation—a pipeline in B24 CRM where robots and triggers are configured at each stage. A deal moves through stages, and the system automatically performs actions: sends emails, creates tasks, reassigns owners, sends SMS.
Difference from standard funnel: in a standard funnel, the manager decides what to do at each stage. In automation, the system handles routine, and the manager gets involved only where human touch is needed.
Automation Structure
Typical B2B automation funnel:
| Stage | Automatic Action | Who Works |
|---|---|---|
| New Lead | Email confirmation to client, task to manager "Call in 15 min" | Robot |
| Qualification | Fill qualification checklist, reassign by segment | Manager + Robot |
| Proposal Sent | Wait 3 days → task "Follow-up call" | Robot |
| Negotiation | Notify manager if amount > 500,000 | Robot |
| Invoice Issued | SMS to client with details, wait 5 days → reminder | Robot |
| Successfully Closed | Task for shipment, email to client with thanks | Robot |
| Lost | Task "Find out refusal reason", add to retargeting segment | Robot |
Multi-Pipelines
B24 allows creating multiple pipelines in one CRM. Why:
- Different products — services pipeline and goods pipeline with different stages
- Different channels — inbound applications and outbound sales processed differently
- Different regions — stages are the same, but responsible managers and email templates differ
Each pipeline has its own set of stages, robots, and triggers. Deals can be moved between pipelines—for example, after qualification, directing to the right one.
Conversion Between Stages
Automation without analytics is useless. In CRM → Sales Pipeline, B24 shows conversion between stages: how many deals moved from "New Lead" to "Proposal Sent", from "Proposal" to "Invoice", how many closed successfully.
Conversion drop at a specific stage—red flag. If 80% of deals get stuck at "Proposal Sent"—follow-up doesn't work, robot is misconfigured, or the proposal doesn't sell.
What We Configure
- Pipeline design: defining stages, transition criteria, responsible parties
- Creating multi-pipelines if needed
- Robots at each stage: email, SMS, tasks, notifications, wait actions
- Triggers for automatic deal movement between stages
- Conditions and branching: different logic for different amounts, client types, sources
- Email and SMS templates with CRM field substitution
- Pipeline report setup: conversion between stages, average deal cycle
- Testing: running deal through entire pipeline checking each robot