This article answers some high level questions about what kind of a tool lead management software is: What the technology can do, and how it affects the sales agent work.

1. Distribution and Speed to Contact

How does a lead get distributed by lead management software? Quickly, Intelligently. An LMS integrated with online lead providers that has intelligent distribution rules can get a lead from the lead provider into the hands of the appropriate agent in minutes. Speed to contact is critical.

What is meant by Intelligent Distribution?

Leads can be distributed according to customizable rules. Agents with relevant expertise or credentials have corresponding leads send to them. Lead can be scored to gain insight into the quality of the opportunity. Intelligent Distribution means

So what does the technology do? The technology gives the best agents get the biggest opportunities.

And what does the agent do? More targeted selling.

Why is speed to contact critical?

Leads contacted within the first five minutes are 22 times more likely to close. Being the first one on the phone with a lead creates loyalty. If the lead doesn’t close quickly, that loyalty increases close rates.

So what does the technology do? The technology equips agents to reach more leads, more quickly.

And what does the agent do? Quicker selling.

2. Lead Nurturing

What is lead nurturing? Lead nurturing is keeping your name in the mind of the lead and the leads name on the mind of the agent who owns him. This is achieved through drip marketing email campaigns and phone calls. An LMS automates emails and sets reminders for agents to place calls at intervals that are proven most likely to get results. Sales Process is critical.

What is meant by Drip Marketing?

Drip marketing email campaigns can be customized to keep agents in contact with leads with no time or effort on the part of the agent. Drip Campaigns offer the lead patterned and relevant content that build on the initial quick contact.

So what does the technology do? The technology automates correspondence between leads that don’t close quickly and the agents who own them.

And what does the agent do? More selling.

Why is sales process critical?

Only 5% of leads close quickly but 40-50% of leads will eventually. Having a standardized sales process that can be enacted, monitored, and refined based on proven results is the difference between letting your agents ‘wing it’ and handing them a winning playbook.

So what does the technology do? The technology automates hundreds of daily decisions about who and when to call and email.

And what does the agent do? Smarter selling.

3. Performance Metrics

What are Performance Metrics? Performance Metrics are the data collected about the leads that move through your system. Know with certainty which lead sources give you the best ROI. Know with certainty which agents are the top producers. Performance Metrics allow you to see at a glance what is working and what is not.

So what does the technology do? The technology collects and analyzes data on every lead that your company touches

And what does the sales manager do? Smarter managing.

Working smarter means getting better results. Lead management software is a proven tool to you work smarter.

Tags: Lead Management