Lead Distribution-3 Ways to Increase Sales with Lead Routing Getting the right sales lead to the right person is critical. Your sales software or CRM should be giving you the tools to route prospects to the sales person most likely to close that deal. The secret is designing lead distribution rules that place every sales opportunity into the right hands. Here are three reasons this concept can increase your sales revenue. Target Need to Sales Skill All customer inquiries are not created equal. Each will have specific needs. Filter those needs and distribute them to the sales person with the best skill set to exceed the customer's expectations. For example, if someone is simply inquiring for general information or education on your products and services route them to a friendly, bubbly customer representative. This takes sales tension out of a general inquiry call and gives the opportunity for lead to be nurtured into a qualified sales lead. Leverage Product Expertise Sales people are like athletes. Although they are probably athletic and therefore good at a lot of things--they excel when they specialize. Break your sales team into skill and product groups. Then get your CRM to distribute leads based on expertise. Sales people not only come from difference backgrounds that give them unique abilities-they also get comfortable with certain types of sales. If you get someone that is really good at consultative sales they may bring big numbers on enterprise software sales. However, they may be dead in the water on moving automobiles of the lot. The same holds true within a sales team. If you are a mortgage broker you may be good at helping people with bad credit. Meanwhile, your office mate may need a perfect credit score on his prospect to get a deal done. Often this is a split between an inside sales person and a field sales person. Don't have have leads coming in round robin, randomly to these two types of people. The fit will be uncomfortable for the sales representative and the customer. Make Every Sale Local If you are large enough to be divided into regional sales territories lead distribution is a necessity. However, even smaller teams can benefit from local lead routing. It is so important to leverage any opportunity to make a sale as local as possible. Ensure Copyright 2008 Kaleidico, LLC www.kaleidico.com
that your system highlights customer inquiries that are in the local area. Get them to sales reps in those areas and to people that are comfortable selling face-to-face. Sales done over coffee or a meal are long-term profitable relationships. Make sure you have lead distribution set up to get that local lead to a local sales expert.
Copyright 2008 Kaleidico, LLC www.kaleidico.com