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 BrianLaughlin Post subject: Lead management improvement
Forums Moderator
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Fri Dec 30, 2005 9:00 pm
Posts: 845
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In working with sales organizations or just managing your own sales contacts, if you are dealing with a decent number of leads then lead tracking becomes critical to sales success.
Two categories come to mind: (1) Activities (2) Status.
Activities would be tracking the sales person's activities. This is important in the following ways: Managing sales people, knowing your numbers, understanding best times to call, more intelligent queries can be built saving sales person and organization time, shared leads within an organization among other things.
Status would track the status of the lead. Examples may follow: Interested, Not Interested, Lost to competition, Cold, Hot and etc.
I'll focus on activities in this post. We have a really unique way of handling status for 'everything' that is worthy of a post on its own. I'll share that some time in the near future.
I would suggest the following categories for tracking lead activities.
No Action
Called no Message
Left Message
Spoke with Decision Maker
Emailed
Appointment Set
Met with Decision Maker
The table is slim something like:
ActionID
LeadID
UserID
DateTime
This is very powerful and can lead to many other features that create tremendous value. I'll give a few examples how this can be used.
1.Holding sales staff accountantable.
2.You can purse lead lists automatically. I.e. Days old + # of attempted contacts then delete.
3.You can troubleshoot poor performance or model best practices.
4.You can design queries from this that will prioritize your leads and can be leveraged into even better intelligent systems when status tracking is added.
5.Sales people can work off activity goals and easily see their results. Fun things like score boarding can be easily implemented showing who's doing the most when.
6.More intelligent automated marketing campaigns can be created.
7.You can hit % of clients surveyed numbers easily.
8.It's nearly limitless in what value you can derive.
Also as an option. Allowing this tracking to be mandatory and set in the user permission. Many sales organizations force some type of tracking this would be a huge benefit. Great for call center management. If a sales person is not performing, you can place them on probation and toggle this activity tracking.
I implore you to consider implementing this because it's actually very simple and extremely powerful. We currently do this and I have about 6 years of data to confirm its utility.
I hope this tread picks up interest and would love to see comments like: great, we need it or even what are you thinking?
Thanks,
Brian Laughlin
_________________
Brian Laughlin
v-Tiger Advocate
www.crystalclearmarket.com
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ncrossland Post subject: Lead management improvement
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Fri Dec 30, 2005 9:22 pm
Posts: 79
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| This sounds excellent, I hope this is something vTiger can consider.
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mikefedyk Post subject: Re: Lead management improvement
Senior Member
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Wed Jan 25, 2006 11:21 pm
Posts: 235
Location: Orange County, California, USA
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| BrianLaughlin wrote: | I would suggest the following categories for tracking lead activities.
No Action
Called no Message
Left Message
Spoke with Decision Maker
Emailed
Appointment Set
Met with Decision Maker
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I do something like this already. Just change the picklist for lead status and make a custom view for each status in the leads module.
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