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 the insurance business.
Tough competition makes timing all the more
important along with the right information.
I n
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. |
