Motivate Your Sales Team With Lead Rating

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CRM lead rating can save wasted sales efforts AND increase sales, keeping sales staff focused and motivated.

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Motivate Your Sales Team With Lead Rating

  1. 1. Motivate yoursales teamwith CRMlead rating
  2. 2. LeadWhat?
  3. 3. Lead “So, what is lead scoring?What? Simple, it’s a relative ranking of one prospective lead against another.” Steve Gershik, The Innovative Marketeer.
  4. 4. Lead “So, what is lead scoring?What? Simple, it’s a relative ranking of one prospective lead against another.” Steve Gershik, The Innovative Marketeer. You set a list of criteria, to help you figure out which customers are hot prospects and worth additional sales efforts. Essentially, you identify who is most likely to make a purchase from your company.
  5. 5. Why lead rate with CRM?CRM lead rating, or scoring, is useful because it:
  6. 6. Why lead rate with CRM?CRM lead rating, or scoring, is useful because it: Identifies customers likely to make a purchase
  7. 7. Why lead rate with CRM?CRM lead rating, or scoring, is useful because it: Identifies customers likely to make a purchase Identifies customers unlikely to make a purchase
  8. 8. Why lead rate with CRM?CRM lead rating, or scoring, is useful because it: Identifies customers likely to make a purchase Identifies customers unlikely to make a purchase Allows efforts to be focused and prioritised based on these rates
  9. 9. “Companies that getlead scoring right havea 192% higher averagelead qualification ratethan those that do not” Aberdeen Research.
  10. 10. And then?That’s lead rating sorted. What about the motivation promise?
  11. 11. And then?That’s lead rating sorted. What about the motivation promise?From the point-of-view of your salespeople: Wasted sales effort is demotivating
  12. 12. And then?That’s lead rating sorted. What about the motivation promise?From the point-of-view of your salespeople: Wasted sales Constant effort is refusals are demotivating demotivating
  13. 13. And then?That’s lead rating sorted. What about the motivation promise?From the point-of-view of your salespeople: Knowing in advance that Wasted sales Constant a customer is effort is refusals are likely to say ‘yes’ demotivating demotivating is motivating
  14. 14. And then?That’s lead rating sorted. What about the motivation promise?From the point-of-view of your salespeople: Knowing there is a good chance of Knowing in closing a sale means advance that there is a greater Wasted sales Constant a customer is chance of making effort is refusals are likely to say ‘yes’ commission – great demotivating demotivating is motivating motivation!
  15. 15. Sound good? HOW TO AVOID CRM BACKLASHDownload the eGuideHow to avoid CRMbacklash to find outmore. Download Now 1

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