Sales Lead Management with Salesforce CRM: Your Key to New Business

Salesforce CRM optimises lead management and delivers consistent lead tracking and distribution across sales and marketing. Managers and reps can easily monitor inquiries and route qualified leads to the right salespeople at the right time. Sales reps always have quick access to the hottest leads, and nothing falls through the cracks.

• Online lead capture. Easily build forms that automatically transfer Web site leads into Salesforce CRM, and return a personally tailored response to a prospect.
• Import wizards. Consolidate sales lead management by quickly importing leads from trade shows, seminars, direct mail, and other offline sources. Make manual data entry and lead tracking things of the past.
• Lead search and merge. Use Salesforce CRM’s lead management capability to help your reps find all prior interactions with a prospect before following up. Easily merge duplicate leads with existing leads, contacts, and accounts.
• Automatic lead routing. Set up lead queues and assignment rules to automatically send leads to the right sales organisation or rep based on your own business rules.
• Security controls. Restrict reps to accessing leads exclusively in their own territories, with the ability to manually share specific contacts with other users. And securely manage lead allocation to your channel partners.

Lead Tracking That Keeps Every Prospect Alive

• Lead history tracking. Salesforce CRM’s lead tracking lets you monitor every change from lead creation to conversion. To ensure legal compliance and effective lead management, you can create a full audit trail of modifications to standard and custom lead fields over time.
• Lead qualification. Efficient sales lead management requires consistent methodology. You can easily customise Salesforce CRM to create distinct qualification processes and page displays for each business unit or product line.
• Lead conversion. With Salesforce CRM you can convert qualified leads to sales opportunities with a single click. You can also notify field sales reps when deals are assigned to them.
• Email prospecting and tracking. Salesforce CRM delivers powerful lead-generation capabilities. Your reps can quickly create and send personalised, high-impact, templated email messages to large numbers of prospects, and easily track responses.

From Lead Management to New Opportunities

When sales lead management functions well, prospects become opportunities—and the sales process moves into high gear. Reps work harder, and managers need to keep tabs on activities to ensure their teams handle each potential deal correctly. With Salesforce CRM you get a full array of opportunity management capabilities to take you from lead management up to new opportunities.

• Increase sales productivity and close more deals. Salesforce CRM makes managing opportunities easy. Sales teams update and track milestones in one place, and record all interactions there, whilst moving deals through faster to the point of decision. Even non-technical sales administrators can tailor the application to reflect your specific sales methodologies and processes. This approach makes it easy for managers to shepherd opportunities from the lead tracking phase into their sales pipelines, where they can monitor progress in real time.
• Opportunity tracking. As with sales lead management, Salesforce CRM lets you track all opportunity-related data centrally, including milestones, decision-makers, partners, customer communications, and all other information unique to your sales process.
• Sales methodologies. You can standardise lead management and other workflows for all sales teams and extend your capabilities with solutions from our AppExchange partners if you wish.
• Product tracking. As well as tracking leads, you need to record product-level information for each sales opportunity. Salesforce CRM makes it easy. You can notate deal-related data, including quantity, standard price, quoted price, and product codes. You can send automatic notifications when a product is added to an opportunity or when a discount threshold is violated. You can also set up revenue and quantity schedules for each product to mirror payment and delivery terms.

Support Lead Management with Flexible Forecasting

• Forecast globally. With Salesforce CRM you can use sales pipeline data to make dependable projections of demand and revenue. Sales managers can allocate resources to help close more deals, increase income streams, and align costs with revenue growth. They can anticipate product and service demands and prioritise lead-management activities to maximise the opportunity.
• Manage territories.With Salesforce CRM you can organise your lead-management and lead tracking capabilities by territory. In addition, you can easily define, administer, analyse, and change territories to reflect the structure of your organisation as it changes.
• Automate workflow and approvals. Inside Salesforce CRM you can streamline and customise workflows to better manage your organisation’s sales processes. As a result, you gain greater control over routine lead management and lead tracking activities, eliminate redundant tasks, and enforce adherence to your approval processes.
• Manage accounts and contacts. Salesforce CRM integrates with your other enterprise systems too, so you can share account and contact information across your company. The result? Superior sales lead management. Each member of your team gets a complete view of every prospect and customer—and has all the resources they need to build and maintain strong, long-lasting customer relationships.