Lead Assignment
/ Routing to Sales Entities
- Lead
Assignment Rules Definition
- Lead Alert Notifications
to Sales Entities (Regions / Sales Areas /
Distributors / Retailers / Agents)
The
basic advantage of using a lead management software
like Leadpro247 is to collect, automate, maintain
and follow-up on leads without too much of a hassle.
The assignment of a lead to a sales entity such as a
Sales Area or Inside Sales Area plays an important
part in the automation process. This assignment
needs to be done efficiently and on the fly, in
order to ensure a fast response to the customer. For
more information on sales entities, sales
organization structure and
sales
territory management, please see the section on
Sales Organization Setup.
Lead
Assignment may be done in two ways: Manually or
Automatically. The system may also be designed to
assist during manual assignment. Automatic
assignment process saves time and this makes it an
attractive and better alternative to manual
assignment.
Automatic Lead Assignment (or Lead Routing) may be
done based on a set of pre-defined rules and we need
to pay close attention to the definition of these
rules. The rules need to be defined for each Lead
Journal. Therefore, first we need to select the name
of the Lead Journal that we are defining the rules
for. If the ability to select a particular Region
or Sales Area or Inside Sales Area has
been provided in the Lead Journal, we need to select
one. Otherwise we may use the preselected option.
Rules for Automatic Lead Assignment:
There are 4 options provided in the Leadpro247 Lead
Management Software that may be used as rules for
automatic lead assignment. These are:
-
Geographical Location of Lead
-
Round-robin Rule
-
Lead
Profile properties (such as budget, authority,
sex, age group, etc.)
-
Lead properties defined in terms of Custom
Fields
Geographical Location of Lead:
A
lead may be assigned to a Sales Entity based on its
geographical location; determined by country, state,
county, zip code etc. The options available in the
LeadPro247 Lead
Management Software are:
-
Country
- Country
specified in the lead is used as the assignment
criterion
-
State
- State specified in the lead is used as the
assignment criterion
-
5-digit Zip
code
- We may use an exact or nearest match to the
5-digit zip code to determine assignment
-
First 3 digits
of Zip code
- A match
between the first 3 digits may also be used to
decide lead assignment
-
County
- County specified in the lead profile is used
as the assignment criterion
-
Client IP
- The IP address of the client (web visitor)
machine may be used (to derive geography of the
lead) to assign to a specific Sales entity
-
Area Code
- The area code provided in with any phone
number (home, mobile, etc.) may be used to
assign a lead to a particular entity.
The choice of parameter for geographical lead
assignment depends on the scope of the organization
and its sales organization hierarchy. The LeadPro247
Lead Routing Software system allows the same
assignment rules to be applied to assist the user
during manual lead assignment. This enhances
efficiency even if manual assignment is used.
Round-robin Rule:
The
Round-robin rule is used to assign leads
sequentially to various Sales entities. This rule
may be applied in conjunction with the geographic
location rule or as a stand-alone rule. It is an
often used and important rule. It is a simple rule
and is the most commonly used rule within Sales
Areas.
Lead
Profile:
 The
various fields present in the Lead Profile
(information collected from the lead) may be used to
assign leads to a particular sales entity. For
example, we may use the age or medical history of a
person, to assign a health insurance lead to an
experienced or specialized agent. The assignment of
leads for auto insurance may be decided on factors
such as repossessions or bankruptcy.
Most of the Date fields present in the Lead Journal
may be used including any custom fields that have
been defined. The custom fields may be used alone or
in conjunction with the regular fields in the Lead
Profile.
Custom Fields:
If
there are any custom fields that have been added in
the Lead Journal, these may be used as the criteria
to assign leads to any sales entity. The custom
fields may be the most important fields for a
particular business, and hence may be used as a Lead
Assignment criterion.
Applying the Assignment rules to Sales Areas:
Once an assignment rule has been specified and
saved, we may add sales entities to follow that
rule. These may be deleted at any time. And we may
add as many sales entities as we want, with the
LeadPro247
Lead Management Software.
Once we choose a sales entity, we may add filter
groups to assign leads to that specific Region,
Sales Area or Inside Sales Area. For example, if we
have selected country and state in the assignment
rules, we may filter based on any of the countries
provided to us and the states in that country. Leads
which fall under the specified filter parameters are
assigned to that particular sales entity. The
logical relation may be set to AND or OR.
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