Lead routing systems are crucial components of any successful sales operation. They ensure that leads are promptly and appropriately distributed to the right salesperson or team, and are designed to increase the chances of closing a sale. However, knowing how to implement an effective lead routing system can be challenging, especially if your company has just started exploring the potential of lead routing. Here are five tips to help you implement a successful lead routing system.
1. Understand Your Sales Process
Before you can create an effective lead routing system, you need to have a clear understanding of your sales process. Identify the different stages of the sales process, the criteria for moving leads from one stage to the next, and the types of salespeople who are best suited for each stage or type of client. This information will help you create a lead routing system that ensures each lead is handled by the right person at the right time. As far as best practices for lead routing go, this is one that is often overlooked, and more often than not the most crucial step.
2. Score your leads
Assigning a score to each lead based on its quality and level of engagement is an excellent way to prioritize leads for your sales team. Assigning scores can be done manually – but this is often the slow, steady and less effective method to do so. With solutions such as LeadAngel, the entire process can be automated. This allows your sales team to focus on high-quality leads with the greatest potential for conversion, while de-prioritising potential low-quality leads. By connecting with customers who want to connect with you the most, you boost the chances of making a sale.
3. Define Clear Routing Rules
Once you have assigned lead scores, define clear rules for routing them to the appropriate salesperson or team. Consider factors such as the lead’s industry, geographic location, or product interest, and create rules that ensure leads are routed to the salespeople with the right expertise to close the sale. LeadAngel allows you to set up a process that works for you; one that can be tracked from the start to the end. Have a specific team member free? Route leads to them. Want to divide the load equally? There’s an option for that as well. Just speak to our experts to see what works best for you.
4. Embrace Automation
Automating your lead routing process can help to save time and ensure that leads are routed quickly and efficiently. However, that’’s not the end for automation in the lead’s journey with your organization. CRMs, marketing automation, consistent outbound communication and strategic selling can all play a big role here.
5. Monitor and Refine
Finally, monitor your lead routing system regularly to ensure that it’s working as intended. Track key metrics such as conversion rates, sales cycle length, and revenue generated, and adjust your routing rules and processes as necessary to optimize your sales performance. Lead routing and Salesforce can work hand-in-hand. Integrating Salesforce with LeadAngel is also relatively simple.
Ready to take the next steps on your lead routing journey? Just setup a short exploratory call with our experts at LeadAngel and see how we can immediately bring calm to the chaos that is lead management.