Sales Lead Management with Salesforce CRM: Your Key to New Business

To optimise lead management you need consistent lead tracking and distribution across sales and marketing. Salesforce CRM delivers. Managers and reps can easily monitor inquiries from prospects and efficiently route qualified leads to the right salespeople at the right time. Sales reps enjoy quick access to their best prospects at all times, and nothing falls through the cracks.

• Online lead capture.Easily build forms that automatically transfer Web site leads right into Salesforce CRM and send a personally tailored response back to a prospect.
• Import wizards. Consolidate sales lead management by importing leads from trade shows, seminars, direct mail, and other offline sources.
• Lead search and merge. With Salesforce CRM your reps can easily find all prior interactions with a prospect before following up. It’s easy to merge duplicate leads with existing leads, contacts, and accounts.
• Automatic lead routing. You can set up lead queues and assignment rules to automatically send leads to the right sales organisation or rep based on your organisation’s business rules.
• Security controls. Restrict reps to accessing leads exclusively in their own territories, with the ability to manually share specific contacts with other users. You can also securely manage lead allocation to your channel partners.

Lead Tracking to Keep Every Prospect Alive

• Lead history tracking. Sophisticated lead tracking lets you monitor every change from lead creation to conversion. To ensure legal compliance and effective lead management, you can create a full audit trail of modifications to standard and custom lead fields over time.
• Lead qualification. You can easily customise Salesforce CRM to create distinct qualification processes and page displays for each business unit or product line.
• Lead conversion. With Salesforce CRM you can convert qualified leads to sales opportunities with a single click. You can also notify field sales reps when deals are assigned to them.
• Email prospecting and tracking. Salesforce CRM augments lead management with powerful lead-generation capabilities. Your reps can create and send personalised email messages to large numbers of prospects, and easily track responses.

From Lead Management to New Opportunities

When sales lead management functions like clockwork, the sales process moves into high gear. Reps work harder, and managers manage better. With Salesforce CRM you get a full array of opportunity management capabilities to take you effortlessly from lead management up to the next level.

• Increase sales productivity and close more deals. Salesforce CRM makes it easy to manage opportunities. Sales teams have a single place to update and track milestones and record all interactions, and can move deals faster to a decision. Non-technical sales administrators can tailor the application to reflect your company’s specific sales methodologies and processes. This approach makes it easy for managers to shepherd opportunities from the lead tracking phase into their sales pipelines, where they can monitor progress in real time.
• Opportunity tracking. Salesforce CRM lets you track all opportunity-related data centrally, including milestones, decision-makers, partners, customer communications, and all other information unique to your sales process.
• Sales methodologies. You can standardise lead management and other workflows for all sales teams by customising Salesforce CRM to support your individualised processes. You also have the option of extending your capabilities with solutions from our AppExchange partners.
• Product tracking. As well as tracking leads, you need to record product-level information for each sales opportunity. With Salesforce CRM you can notate deal-related data, including quantity, standard price, quoted price, and product codes. You can send automatic notifications when a product is added to an opportunity or when a discount threshold is violated. You can also set up revenue and quantity schedules for each product to mirror payment and delivery terms.

Augment Lead Management with Flexible Forecasting

• Forecast globally. Salesforce CRM lets you use sales pipeline data to make project demand and revenue. Sales managers can allocate resources to help close more deals, increase income streams, and align costs with revenue growth. They can anticipate demand and prioritise lead-management activities to maximise the opportunity.
• Manage territories.Salesforce CRM also lets you organise your lead-management and lead tracking capabilities by territory. And you can easily define, administer, analyse, and change territories to reflect the structure of your organisation as it changes.
• Automate workflow and approvals. Inside Salesforce CRM you can easily streamline and customise workflows to better manage your organisation’s unique sales processes. You increase control over routine lead management and lead tracking activities, eliminate redundant tasks, and enforce adherence to your approval processes.
• Manage accounts and contacts. Salesforce CRM integrates with your other enterprise systems and lets you share account and contact information across your entire company. This results in superior sales lead management. Each member of your team gets a complete view of every prospect and customer—and has all the resources they need to build and maintain strong, long-lasting customer relationships.