And did you know that your CRM system – the one that might be gathering dust under the pile of post-its – is a great way to convert more leads into active customers? Here are a few quick tips that a Rep can apply to almost any CRM system to improve lead conversion rates. We’ll call it the 3 C’s of lead qualification.
Most leads are never worked because they’re not captured. They’re on business cards, jotted down on legal pads, or in Excel sheets. Take the time to capture those leads. One creative Rep that we worked with paid his high school aged daughter key them into his CRM system for him weekly.
And, if you’re like most organizations, your Marketing department may also be capturing leads – but you’re missing out because you’re not checking to see if any of those Marketing leads might be worth taking the time to follow-up on. You can start to capture more Marketing leads for yourself by setting up a view where you can see “Marketing leads added in the last 30 days,” then set a date to go through that list twice each month.
Winning new business is often a team effort – and CRM solutions can make team collaboration easier than ever. Here are a few ideas for how to improve how you collaborate using CRM.
A better name for this one is “keep your list of leads short” (but it goes along with our “3 C’s” theme). The biggest reason that we see leads not getting worked is because the list of leads simply gets unmanageably long. When a lead hits your list, your goal should be to get it out of the list within 30 days. Most organizations have 3 different dispositions to close-out a lead:
This can be a difficult process for many sales people. You’re an optimist and you always see the potential – so you hate letting go of anything. But a long list of leads will almost certainly destroy your productivity. Better to stay focused on the very best and, when the list gets short, go find more leads that might be good.
No matter what shape your CRM system is in, it will almost always include the capacity to manage leads in a way that can make you more efficient, and better paid, as a Sales Rep. Wring every bit of value out of it that you can by learning how to manage and convert your list of leads!
For more Sales Rep CRM Quick Tips, Click Here.
The complementary paper includes over 12 years of research, recent survey results, and CRM turnaround success stories.
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