Assigning responsibility to one or more members of the sales team to handle the leads is a critical component of the lead management solution. LeadPro 24|7 Sales Lead Capture, Distribution, Tracking and Management solution includes the following features for Sales Lead Assignment or Routing rules definition.
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:
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Geographical Location of Lead
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Round-robin Rule
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Lead Profile properties (such as budget, authority, sex, age group, etc.)
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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:
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Country - Country specified in the lead is used as the assignment criterion
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State - State specified in the lead is used as the assignment criterion
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5-digit Zip code - We may use an exact or nearest match to the 5-digit zip code to determine assignment
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First 3 digits of Zip code - A match between the first 3 digits may also be used to decide lead assignment
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County - County specified in the lead profile is used as the assignment criterion
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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
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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.
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.
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.
To learn more about other functions of the lead tracking, distribution and management process, please click on the following links:
Sales Organization Setup
Lead Distribution and Routing
Lead Assignment
Sales Lead Capture Process
Lead Tracking and Management
Lead Analysis Reports / Metrics
Industry Specific Lead Templates
You may request a Sales Lead Tracking, Distribution and Management Free Trial account (no obligation, no commitment, no contract) and test drive the LeadPro 24|7 Lead Tracking, Distribution and Management service to see how the lead distribution and routing features will fit your business specific requirements.
In order to evaluate your business requirements and set up the account, an implementation team member will contact you for gathering additional information specific to your organization's business process.
Lead Distribution Information Documents
Please download a copy of LeadPro 24|7 Internet Lead Distribution, Delivery and Management software information sheet in a PowerPoint slide format.
If you are a lead company or just planning to get into internet lead generation and distribution business, here is a brief overview guide for lead generation and distribution software practices.
