More Satisfied Customers
For a sale rep, providing the best possible service is more than knowing your product and having a good attitude. One often overlooked fact to keep in mind is that the lead life cycle begins before the lead is assigned to a sales rep.
From the point of view of the sales rep, there is nothing that can be done to serve a prospect before the rep takes responsibility for the lead, so the steps that can be taken before this point are often ignored. They may not be on the mind of the sales rep, but should be on the mind of the successful sales manager or small business owner.
Before a sales rep even gets a lead on the phone there are things that should have been taken care of. Using the right tools, it is possible to ensure that prospects are contacted by the sales rep who is the best match for them. To make meaningful connections, prospect should be contacted by sales reps who have expertise specifically in the product they are interested in and with whom they are most likely to be compatible.
Using the right lead management system it is possible to route leads based on sales rep skills. If you discover that a particular sales rep can connect with certain types of leads better than others, you can route more of those leads to that rep.
It is also important that leads be distributed to available reps instantly. As soon as the prospect submits an online inquiry the lead can be posted to a lead management system and assigned to a sales rep based on intelligent lead distribution rules. In order for intelligent lead distribution rules to be truly intelligent, they must be configurable. A configurable lead distribution engine allows you to always be finding new ways to get the right lead to the right rep.
When the right leads are routed to the right reps, there are more satisfied customers.
