Lead routing: automation of lead transfer
Posted: Wed Dec 11, 2024 9:28 am
Having automated processes tailored to the needs of each business is essential to ensure the success of a company and enhance the efficiency of its teams . Lead routing, for example, is a technique that, when used with the right resources, can help the sales force meet or even exceed its sales objectives.
Why should you implement lead routing?
Responding to potential customers at the right time and on the right channel can lead to closing a sale, or not. In today's competitive environment, which pressures companies to expand or scale their operations, it is more difficult to maintain fast and personalized contact with potential customers, which is why automation is key to streamlining sales processes.
For this reason, many companies choose to have a CRM that allows this process to be carried out in an automated manner and to get the most out of the sales team. Within a RevOps (Revenue Operations) approach , we must always have lead routing to make the automation in the assignment of leads to the sales team more operational; and therefore have a better use of resources, both in terms of talent and technology.
Thus, lead routing can occur based on the following factors:
Lead routing by value:
Through good use of your CRM, you can gain insights into the size, segment, and value list of telegram users in italy of companies that can be presented as potential customers . High-value leads can be sent directly to sales reps with the knowledge and experience to handle complex deals , while others can be handled through automation. This approach maximizes operational efficiency by keeping the most expensive resource, i.e. sales reps’ time, focused on building relationships and closing larger deals while routing smaller deals to a low-touch sales model.
Lead routing by territory or geographic location:
In industries like retail or real estate that are tied to physical stores or geographic locations, defining territories is a common practice. Each lead is routed according to the location of the sales rep in charge of a certain area. For this strategy to work, it is first necessary to organize the data according to those variables. With the right CRM and set of tools, it is possible to sort records into territories and assign the leads to any rep working within that territory.
By use case or specialization:
Lead routing by specialization or use case is a strategy that is often based on the expertise and industry experience of each sales team member. That is, you can have your top sales reps cover the larger deals that involve multiple products in a single company and route the smaller, more specialized deals to reps who are knowledgeable in a particular area.
Why should you implement lead routing?
Responding to potential customers at the right time and on the right channel can lead to closing a sale, or not. In today's competitive environment, which pressures companies to expand or scale their operations, it is more difficult to maintain fast and personalized contact with potential customers, which is why automation is key to streamlining sales processes.
For this reason, many companies choose to have a CRM that allows this process to be carried out in an automated manner and to get the most out of the sales team. Within a RevOps (Revenue Operations) approach , we must always have lead routing to make the automation in the assignment of leads to the sales team more operational; and therefore have a better use of resources, both in terms of talent and technology.
Thus, lead routing can occur based on the following factors:
Lead routing by value:
Through good use of your CRM, you can gain insights into the size, segment, and value list of telegram users in italy of companies that can be presented as potential customers . High-value leads can be sent directly to sales reps with the knowledge and experience to handle complex deals , while others can be handled through automation. This approach maximizes operational efficiency by keeping the most expensive resource, i.e. sales reps’ time, focused on building relationships and closing larger deals while routing smaller deals to a low-touch sales model.
Lead routing by territory or geographic location:
In industries like retail or real estate that are tied to physical stores or geographic locations, defining territories is a common practice. Each lead is routed according to the location of the sales rep in charge of a certain area. For this strategy to work, it is first necessary to organize the data according to those variables. With the right CRM and set of tools, it is possible to sort records into territories and assign the leads to any rep working within that territory.
By use case or specialization:
Lead routing by specialization or use case is a strategy that is often based on the expertise and industry experience of each sales team member. That is, you can have your top sales reps cover the larger deals that involve multiple products in a single company and route the smaller, more specialized deals to reps who are knowledgeable in a particular area.