Software-supported lead management is indispensable in the context of “digitization”. You too are probably automating more and more processes in your company. Many of the companies we talk to are digitizing what they can – but without adequately integrating their sales channels. They feel overwhelmed because the wealth of new processes and tools from their manufacturers is growing daily. The result: Despite new software, the business is not running smoothly!
Well, what is the reason for that? Either you could not motivate your partners to use the new possibilities. Or your partners have had enough. They are fed up with always new tools to use. Only to find that they are complicated, confusing and only partially helpful. Let me give you a few suggestions so that your indirect sales processes run more smoothly and your lead management software really does make a difference!
1. Provide your sales partner with good leads
Every lead and also every sales partner should have its own, well-designed profile in your lead management software. These profiles are enriched with data, such as the location of partner and lead, partner qualifications, or any conceivable information from your CRM systems. This data is compared with each other: A lead from Flensburg is assigned a partner from Flensburg and the surrounding area. This ensures that, by means of so-called matching mechanisms, only those partners who are in good hands with a specific lead are assigned to it. The motivation to process a lead that is nearby and matches the respective competencies is much higher.
2. Provide an overview for all
In a neatly tidied room you don’t have to search for your belongings for long – you always know where something is lying. However, sales partners quickly lose the overview when they have to cope with too much information. Leads slip through their hands and are lost – ultimately to the annoyance of the customer. Create fully automatic reminders and ensure that all leads are found in one place in a flash and are easy to manage. No Excel, no searching around. All with one click of the mouse.
3. Who comes first, grinds first
A lead should only be distributed once – and not to multiple partners. Sounds logical? But it rarely works. Because if different requests come in at different times from different people but to the same company, it becomes difficult for the manufacturer to keep track of them. Do your best to ensure that all requests to the same company reach only one partner. And, of course, only to the first person who grabbed the lead from the pick list.
4. An automatic rewards system
Active and diligent partners should be rewarded. Those who use the software you have introduced and who proactively participate in what is happening will receive quantitatively and qualitatively higher quality leads. This could work like this, for example: If a partner does not give feedback on an accepted lead, he will be punished and will not receive any new leads – in other words, the exact opposite of the diligent bee! So logically, the following applies: More leads remain in the system, which the diligent bee can grab.
5. Save yourself and your partner from lengthy reporting
It’s a bit like money: if you spend too much in one place, you’ll miss it in another. So don’t waste time with over-analyzed and over-complex reports. Nevertheless, always keep the overview. This helps you to find a common basis for discussions on lead processing more quickly, so you and your partners can concentrate on what really counts: the customer.
Tips & Tricks around Channel Lead Management.
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