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Importance of Managing Your Leads

When it comes to sales, everything starts with enquiry generation which is called lead in CRM termonology. They come from everywhere, and missing out on one could make or break the salesperson or the company. Valuable time is spent obtaining those leads through marketing and other efforts; however, the leads are only as good as the company or salesperson's ability to respond appropriately and move them through the sales process. However, many managers do not take into account the different ways that people work and organize their information. Salespeople develop their own systems and eventually the process of managing leads gets lost in the shuffle when managing relationships and other sales concerns.

The benefits of sales lead management outlined below will help ensure those important leads are utilized efficiently and are streamlined to your sales pipeline.

1. Lead Capture: Sales leads are generated through numerous sources. They may visit your website, a trade show booth, a seminar, receive a direct mailing, or hear by word of mouth. Manually entering lead information into a spreadsheet can be time consuming and difficult to track. A sales lead management tool can update lead information directly, eliminating the need to manually enter data and providing information about what sources are capturing the attention of leads.

2. Helps Assess Capture Avenues: Lead generation methods can be tracked and analyzed, helping to determine what avenues of advertising and marketing might need improvement and what avenues are most effective.

3. Lead Assignment: It is important to ensure leads are assigned to the right sales representative quickly. The right pairing of lead and rep, in a timely manner, can turn a potential sale into an actual sale. With a sales lead management tool lead assignment can be customized and distributed to sales reps automatically.

4. Lead Qualification/verification: Ensuring sales reps use the same standards and methods to qualify leads helps to maintain quality. Using a lead management tool can ensure that uniform methods are used, helping keep high standards of follow-up and follow-through, and potentially turning leads into sales.

5. Lead Prioritization: Some leads are going to have more potential to turn into a sale than others. Determining which leads are most qualified is an important step in the sales process. Sales lead management can aide in tracking lead information to assess the quality and potential viability of leads.

6. Lead History Log: To maintain good relationships with leads and track interactions with them over time a sales lead management tool is useful. Lead tracking can inform what steps sales reps take next, what in the sales process is working or not, and potentially turn the lead into a sale.

7. Lead Propering: In addition to tracking interactions with leads, it is important to nurture leads. It will often be the case that leads are not ready to sign on to a sale upon an initial meeting. A sale may take time and multiple interactions with a lead. Sales lead management aides in the process of lead nurturing by tracking interactions and feedback as leads are moved through the sale process.

8. Security and accessibility: Sales lead management allows you to determine who has access to lead information and who that information is distributed to. With security an ever present concern, this option can be especially important to a business and leads.

9. Time Saving: Having the ability to maintain lead information with ease and automation can help save time. By saving time on record keeping sales reps have the opportunity to spend more time tracking relevant account information and utilizing it, maximizing selling time.

10. Lead tracebility & visibility: Ultimately, by utilizing sales lead management, leads can be tracked and maintained easily, regularly, and with great efficiency. The potential of losing leads because of disorganization or oversight is decreased. It is easier to keep track of leads and ensure they remain a priority.

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