Companies that do not properly administer their leads distribution software often miss many sales opportunities. Most software comes with a set of defaults that are easily changed to meet the needs of a particular environment. Taking the time to make sure the products, sales staff, advertising campaigns, and distribution methods are properly setup can help to increase sales success rates.
This type of software is created to assist in distributing potential sales leads that are garnered from various sources. The proper usage creates a big benefit by being able to track the success of advertising campaigns. They are also able to balance the load in different ways depending on the skills of the sales staff.
Matching the right sales people with the right products is critical. If your staff receives contacts that are wanting products they are not familiar with, the sales can quickly be lost as the customer loses confidence due to lack of knowledge in the staff member. If a lead is very qualified, it may be best to assign them to a much more experienced staff member instead of leaving them in the general queue.
Missed opportunities are created by incorrect assignments. If the staff member receives a contact that is not interested in the product they are selling, they may simply mark the customer as uninterested. In these cases, the contact is lose because they were not properly assigned to the queue holding the products they were interested in.
Duplicate records create confused and frustrated customers. The annoyance of discovering that you are being contacted by multiple sales people from the same company is not only frustrating but can destroy confidence in the company. Making sure to maintain the database by checking for name variations, duplicate addresses, and phone numbers helps eliminate this frustration.
Sales staff members need to update records on every call. The level of importance cannot be stressed more. The information should be verified with each contact to be sure phone numbers, addresses, and interests are correct. This will help eliminate duplicates, but make future sales much easier.
Any leads distribution software system is only as good as its management. The ability to measure sales campaigns, increase sales, and eliminate lost opportunities is directly related to the accuracy of the data and how well the system is maintained. To streamline the effort and provide a better customer experience, take the time to setup the information correctly.