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When running a business, you’re likely to have a plan in place to drive your growth and success. Part of this will be your sales strategy.
It’s important that your sales strategy has all the internal support it can get in order to maximise its effectiveness and the benefits it can provide to your business. One way to do this is to align your lead management with your sales strategy. This allows you to actively support your sales team and their ability to convert leads into sales. But how exactly does lead management help to accomplish this?
Helps to effectively organise leads
Your sales strategy will likely cover how your business goes about generating enquiries from potential customers.
This will cover the scope and scale of your lead generation. A lead management system is designed to help your business and sales teams cope with the quantity of leads that they receive on a day-to-day basis.
Keep in mind that your business might be generating leads from a number of different places, such as emails, web enquiries, phone calls and texts. This can be a lot of information to process and assess manually.
Lead management systems allow you to organise, filter and prioritise enquiries, ensuring potentially high-value leads aren’t overlooked and potential sales aren’t accidentally ignored. This allows you to ensure that the work done as part of your sales strategy isn’t wasted or left by the wayside.
Aids in converting leads into sales
Managing leads effectively can help increase your chances of converting potential customers into sales.
Categorising and filtering leads to the right people means you are putting each opportunity into the hands of the salesperson or team best suited to help it convert.
For example, your business might gather enquiries based on a number of different services, such as insurance providers offering vehicle, home or personal injury cover. Filtering allows you to direct leads to different teams who specialise in each area. This can provide a better level of service and advice, which can help convince a customer to use your services.
This also allows you to identify which teams are generating the most conversions, or receiving the most customer enquiries. Information like this can be absolutely invaluable for seeing which teams might need additional support to help them increase conversion. This could be either through additional staff to help busy teams, or additional training to help those where conversion is a struggle.
Reporting can also allow you to identify how successful a particular sales tactic or strategic element has been. For example, you can track and compare increases in leads coming from different areas to chart the success of your lead generation activity. This might mean you note an influx of leads coming through a website, as a result of a major marketing push, for instance. You can then see if this has led to an increase in conversion, allowing you to assess the success of your sales strategy.
Lead management software can also automate a lot of the simpler admin processes and frequent actions, which need to be carried out whenever a new enquiry reaches your business – from recording contact information to logging details about an enquiry to help with filtering.
Automated processes free up more time for your sales team to spend actually engaging customers and selling to them, instead of doing admin work. Across an entire team, this ability to increase time spent converting leads can have a huge impact on sales, as more enquiries can be processed at a quicker rate.
How can FLG support your sales strategy?
A lead management system can help to streamline processes, provide information and support your sales staff, in order to help your business reach its true sales potential. When considering sales lead management, it’s wise to use tools and software solutions that can make the process of logging, contacting and converting leads as effective as possible.
This is where FLG can help. We provide a tool set that can:
- Use powerful workflows to automate your sales processes
- Process your leads efficiently to help follow up and successfully close more sales
- Effectively integrate with other software platforms, such as Campaign Monitor and MailChimp
If you’d like to learn more about how FLG can help with your lead management, please visit our Marketing Automation page.