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Managing Sales Leads with a CRM System
From AllBusiness.com*
Related Forms and Agreements
In the sales industry, work flow-automation technologies are some of the most important timesaving
strategies for salespeople and managers.
Customer relationship management (CRM) applications, for example, have changed the way sales
leads are managed. With a CRM system, sales leads generated through telemarketing, response cards,
trade shows, Web forms and other sources are entered into a central database and automatically
routed to the correct salesperson.
Managing these leads once they've been routed to your virtual in-box can be daunting, but adopting
some of the following practices will help you stay on top of your sales leads:
- Don't let leads pile up in your in-box; tackle them as soon as possible.
- Sequence leads so you can cycle through them in order, whether you tackle the hot leads first
or save the best for last.
- Allow ample time to move through an entire batch of leads without interruption.
- Once you connect with a lead and set the groundwork for a sale, upgrade the lead to a contact
and start maintaining the record in a database.
- Update your records regularly as you develop a history with a client.
- Dial in from the field to update your data at least once a day. If you wait two or more days,
the updates will pile up and will take longer to download.
*AllBusiness.com provides resources to help small and growing businesses start, market, manage and expand their business. The site has Forms & Agreements, Business Guides, a Platinum Program and Business Directories along with an extensive library of Articles and Advice to help with all of the activities associated with starting and running a business.
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