Lead Management Software System: A Lead Tracker

For every organization, it’s a big challenge to get the highest rate of conversions from the acquired leads. A lead management software or lead management CRM helps organizations to successfully engage with more prospects and acquire more sales conversions.

First of all, the lead management system automates streamlining all the acquired leads into an omnichannel dashboard. Afterwards, the lead management tools give you the option to systematically track the acquired leads, distribute sales leads, track conversions and assign a dollar value to every converted sales lead. The lead management system also accelerates the handing-over of qualified leads to your sales team.

At this point, our sales CRM system helps organizations successfully manage and convert sales leads.

For most organizations, having to collect data about the journey of an acquired lead can be a big challenge. A lead tracking system automates tracking all your generated leads from the initial touchpoint to the point of final conversion.

An omnichannel lead management software or lead tracker app integrates all the lead sources and creates an individual profile for each lead. This creates complete online lead management complete with tracking prospect interactions through different touchpoints, managing contact info etc…

In short, the lead tracking software allows you to recognize the best sources of sales leads.

The lead management system can empower the sales enablement to distribute and assign sales leads to teams, track leads and improve conversions for the acquired leads.

As per our expertise, I would like to start by saying that every business uses lead management software/lead management app/lead management tracking software differently. Even nature of businesses that look very similar may implement it differently, because their processes and needs may differ.

In few cases, something as simple as your mobile phone can act as your lead management app software, and in others you would need a complex CRM system to manage your leads. This difference depends largely on the industry and the size/volume of the business.

Before you start looking for a lead management software or lead management app you should sit down and make a blueprint of your lead management process. Once you draw the sketch of your lead management process, then you should start looking for different vendors and try to map your requirements with their features to optimise your lead management process.

First thing comes in mind, what’s the purpose of the lead management software into my business? Start by listing down the things you as an owner want to achieve with it. It could be some or all of the below points:

1. Increase sales

Here, the aim of the online lead management software is to combine marketing and sales efforts to converge to a common goal, i.e, – Increase Sales. Apart from behaving/acting like a lead database, the system tracks the activities of all the leads and triggers marketing actions like sending offers and promotions via SMS and email. Sales rep/team is notified when a lead performs an important action like : checking for the pricing and spending a lot of time on the sales centric pages.

2. Increasing/Growing the number of leads

No one can or wants to sell on the first go. Some of the companies would need to gather data first from various channels and then strike their conversation by periodic SMSs or emails. In this way, such companies would often look out for a solid/confirmed lead capture mechanism from all the major lead generation channels and integration with tools like popups, surveys and other lead capture widgets.

3. Analytics

Most of the companies wish to get insights of what’s going on in the lead funnel. For example – the source that is generating the most revenue, the conversion analytics at each and every stage, the communication lagging point, the response time of the sales rep/team etc. These all insights are invaluable and play an important role in strengthening the whole lead management process. The requirement of such kind of lead management system software is to have access to powerful and customized reporting.

As the lead management process differs for each business, you need to make sure that the process you implement is flexible enough to adapt to your existing business lead management system.

For example : If you are running a financial organization and want to sell insurance policies, you would like to map the lead attributes like salary, Aadhar number, etc. And then, you might want to validate those details within your lead management software system. You should check out if your lead tracking software maps these lead attributes correctly. Apart from that, you should really check if your lead tracker software maps your customer stages well. It’s the right time to choose Sales Babu’s best sales lead management software suited for your business.

Today there are endless channels for lead generation and that is only going to increase. Whether you want to expand your database, or increase the sales, lead capture automation remains one of the most important features in a lead tracking software.

Make sure you have the potential to automate lead capture from all your major sources of lead generation. Apart from telephone and chat, and email, you should also consider lead capture from the third party listing websites like – Sulekha, Justdial, Shiksha, Commonfloor, 99acres etc. depending on your type of industry. You have other unpaid and paid sources to consider as well, like social media channels, Google Adwords, your content resources etc.

This is a very crucial question to answer. Because if your business mainly relies on a field sales rep/team, then you need to be able to track the team’s activities as well.

A field sales rep/team might be responsible for going from shop-to-shop and enrolling new partners/customers for you. For an example: A business that relies on local vendors, or they might simply be liable for going and demonstrating your product to the already interested prospects. For example: Software businesses with a complex offering, or large sized deals where customised solution is needed as per your requirement.

If this is the case, your lead management software should allow your field sales team/reps to manage or control leads from their hand-held devices, because a laptop might become impractical – both cost-wise and logistically. So, your lead tracking software should have the provision to:

• Enter the lead data while on the move from a mobile lead tracker app.
• Even capture incoming calls as leads.
• While reps are on the move, allow them to check the lead details, their interests and their specific requirements because on-the-spot solution might be needed.
• Set tasks and check their meeting calendars on their mobile phones using lead tracker app.
• Make them more efficient, because working on a mobile app while on the move is going to be easy as compared to laptop.

As their manager it would also allow you to :

• Track their positions/locations to see if they are really attending the meetings they are supposed to attend.
• Analyse and evaluate their performance based on the number of meetings attended everyday (if logging their activities is too time-consuming, your reps would avoid doing it, messing your reports up).
• Setup a better incentive structure for them, because you’d be able to compare the distance they travelled, the meetings they attended, against the actual deals they closed.

Thus, if you have a field sales force set-up, your online lead management features should be able to handle and sync the data across devices.

For a multiple organization centre you would need an online lead distribution feature in your lead management software. It makes it easier and simple for the leads to travel without manual intervention.

Again, if you work with a multi-centre setup, it becomes very crucial to manage certain things, to increase efficiency and avoid manual errors. Your online lead management software features should be able to:

• Distribute/assign leads automatically using location/region and other lead attributes to directly distribute leads to particular centres and sales rep. This system helps to avoid manual errors and makes the prospect experience better. Because sometimes communicating in local language might be required and reduces manual intervention, making the lead assignment instant thereby reducing the response time.
• Show you analytics for different organization centres so that you are able to evaluate if a particular centre is getting you the return you expect on the amount you are investing there.
• It should also be able to show you the centres performing the best, and the worst, so that you are able to plan your next action.
• Have a central lead management system in place, but still restrict/prevent users from viewing confidential information. For example: You may not want to allow sales managers from one centre to view or modify the data for another centre

Therefore, once again these are a few things your best sales lead management software system must be able to take care of if you have to manage your multi-location organization on it.

So, before concluding this chapter, I hope now you know the importance of understanding your individual business processes, mapping out all the elements you would need, and then heading out in the pursuit of a good lead management system software. Else, you might find yourself surrounded/running in circles, limited or dissatisfied in one feature or other.