LeadPro 24|7 Sales Lead Capture, Distribution, Tracking and Management software platform includes the following features for sales organization setup and sales territory maintenance.

Sales Organization Setup

• Setting up Sales Areas / Agents / Distributors
• Setting up Inside Sales Areas
• Setting up Regions / Branches / Sales Offices
• Setting Sales Zones / Sales Territory Maintenance

When a prospective customer makes an enquiry or requests a quote, he or she needs to be assigned to a particular sales person or agent immediately. A thorough follow-up is necessary to satisfy and successfully gain a customer. The key here is to ensure that the customer is handled by the right person at the right time. For example, a half an hour late call to a prospective customer may result in a Lost Lead, in theinsurance business. Tough competition makes timing all the more important along with the right information.

In order to efficiently assign a customer to a sales agent
or entity, we need to take into account the sales organizational structure of the company. A sales organization is a hierarchy, in which customers are assigned to lower levels by higher levels, all the way down to the lowermost sales agent. LeadPro uses the same principle during lead assignment. The hierarchy may consist of a main Region (say a state for example), which is sub divided into a number of Sales Areas (say few counties). Each sales area will be managed by a sales agent who directly interacts with customers. An organization may sometimes consist of Inside Sales Area which designates customers to internal sales.

The LeadPro247 Lead Management Software facilitates a structure in which companies may assign leads to a particular region first and then to a sales area. This assignment may be done manually or automatically. The internal or Inside Sales Areas (Local offices) may also perform assignment based on some criteria. Inside Sales Areas may or may not be present.

Name customization: LeadPro is designed to be user friendly. The terminology used to describe sales tiers in a particular organization may be incorporated into the system for a more customized feel. For example, a region may be called a Sales Office in the ACME Corporation. For an organization that is based in only one geographic location, we may configure only one region and deactivate the other divisions. The following snap shot shows the name customization process. The Role Name identifier signifies the designation of the person in-charge of that organizational unit.

Setting up a Region:  In order to set up a region, we need to provide the name of the region, and the name of the person in-charge. The name of the person in-charge needs to be in the employee database, before it can be added to an organizational unit. For example, Northern region of ACME Corporation may be headed by Dave Campbell. In order to add this region, Dave needs to be in the employee database prior to defining the region in the sale organization structure.

Setting up Sales Areas: While setting up a sales area, we need to specify the region to which it belongs and the person in-charge of the area. We also need to specify the Zone Type: This is used to define / update sales territory for the respective sales organization and utilized during automatic lead assignment.

Setting up an Inside Sales Areas: An Inside Sales area is set up similar to a sales area. The only functional difference exists within the organization. The lead management system treats it similar to a sales area. Also, an inside sales area need not be associated with a Sales Region.

Automatic Lead Assignment:  When we want to automatically assign a lead to a region or sales area, we may use a number of different criteria (i.e. Zone Types) such as:

• Country

• State

• Zip code

• Partial Zip code

• Area code

• IP Address

The rule for automatic assignment may be set based on the same criteria the company uses to structure its sales organization. For example, a particular country may form a region. In this case the lead may be assigned to the region based on the country. 

Automatic Lead Assignment is discussed elaborately in the Lead Assignment Rules section.

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.