Lead Management
Salesforce CRM has Marketing, sales, and service applications. Lead management with Salesforce CRM is one of the main keys to improving business. It helps to get more leads and sales for the customers.
The lead management features have a full pole of tools to help us track marketing ROI, nurture leads, automate the sales process, and more. It helps to invest more time on the hot leads and convert more leads into real opportunities.
Stages of lead management
Standard Salesforce lead record has fields to store information about each person who showed interest in your business. Each record can take in 25 different fields. The main fields are
1. LEAD OWNER: A particular person that works with a lead. A sales rep can either assign a lead owner for each lead or place a number of leads in a queue and let a sales team decide on the lead ownership.
2. LEAD STATUS: Indicates lead tracking stages that allow sales reps to track sales process and prioritize future activities.By default, Salesforce offers the following lead tracking stages:
- New.
- Working.
- Nurturing.
- Unqualified.
- Qualified.
In case you have a more complex lead tracking process, Salesforce allows you to customize this standard list.
3. LEAD SOURCE: It shows where your leads come from. Though this field is optional, we advise companies to make it mandatory for sales reps to fill in the Lead Source. By default, Salesforce offers the following lead source list:
- Advertisement.
- Customer event.
- Employee referral.
- Purchased list.
- Trade show.
- Webinar.
- Website.
- Other.
Lead Assignment rules in Salesforce:
Salesforce Lead Assignment Rules will automatically assign lead records to a particular user or queue based on different conditions. It contains many rule entries that determine the assignee of a lead.
Rules Process:
Enter Sort order as #1.
Rules Criteria shown.
Select the user or queue to assign the lead.
Web to Lead
Web-to-Lead means capturing leads from the website. Salesforce customer service Organizations could generate a web form in their company’s website. People can register themselves as a lead and show their interest in the product. The limit of receiving leads is 5000 per day.
Auto-Response Rule
Lead Auto-response rules automatically send an email response to the leads captured through the web. Only 1 auto-response rule will be active. A rule can have many rule entries.
Rule entry specifies the:
Sort Order decides the order of evaluation of rule entries.
Entry criteria regulate response.
“From” address & Name mentioned in the response.
The response will be through email.
Salesforce is a powerful tool that can help you increase the number of leads and effectively manage them. However, Salesforce on its own doesn’t guarantee brilliant lead management results. That is why a company that wants to see tangible benefits from Salesforce lead management should have a clear vision of how to treat leads first and only then automate this process with Salesforce.
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