Sales is one of the most important departments that defines the bottom line of every organization.
People working in sales teams need to be highly productive and driven.
If you work in a managerial position, it is your responsibility that your sales team’s performance is always top-notch.
While many factors help you maintain the optimum performance of your sales team, one of the less talked about factors is leveraging lead routing solutions.
How can a robust and adaptable lead routing solution enhance your sales team’s performance? You will get answers to this question in this article in detail.
Whether a company sells products or services, it constantly requires new leads to get more and more paying customers. Due to the rise of digital marketing, this problem is now solved; new leads can be accumulated easily by running ad campaigns, websites, landing pages, social media, virtual networking events, etc.
Getting new leads is not a problem anymore, but managing them efficiently and converting them into paying customers is the name of the game. And we are going to explore how the lead routing solution is an important player in this game.
What is lead routing?
Lead routing is part of a lead management system, which helps automate the distribution of leads to your sales team members. This lead distribution to sales teams is based on the criteria and attributes that we defined for it.
Once the criteria are defined for the lead routing, it will ensure that each lead will be directed to the most suitable salesperson within time so that the salespeople can reach the potential client as soon as possible, resulting in optimized conversion rates.
Now, let’s talk about the many ways in which lead routing solutions can enhance your sales team’s performance.
- Lightning-fast response times
The business world is already very big, and with the advent of technology, it is even bigger now; no matter what industry you are in, your chances of monopoly in that industry are slim to none.
If that is true, a lead coming into your system will not wait for long before going to your competitors, making time a very important factor in achieving higher sales.
The quicker you respond to the lead, the higher the chances you have to convert them into a paying customer.
Don’t believe us? Look at this study, which tells that if you answer a lead within an hour, your chances of closing that lead increase by seven times.
Lead routing solution helps in the scenario by automating the process of assigning leads as soon as they enter your system.
Consider the scenario: Someone visited your website and raised a query related to a product; that lead will be in your inbox for hours, if not days before a salesperson notices it. But if you use lead routing, that lead will be immediately assigned to the right salesperson based on the criteria you defined, such as location or product interest.
- Improving the lead quality
Like our five fingers are different from each other, the same is true with leads. They all are different, with different needs and different interests; some are ready to buy right now, while others need nurturing.
If salespeople go through these leads, they waste a lot of company time in sorting the leads and selecting the one that is actually worth contacting.
Using lead routing can save your sales team from this hassle, as the leads coming to your sales reps are the ones who are qualified.
- Balancing the workload on employees
Your sales team can be a mix of seasoned professionals and new hires. Therefore, it is important to distribute the leads fairly to maintain motivation and performance across the board.
Manual assignment may lead to some salespeople feeling overwhelmed while others have insufficient opportunities.
Leader routing works on the algorithm of round-robin that ensures that every sales representative will get an equal amount of leads, and you can decide which sales rep will get what kind of leads based on certain criteria like territory, lead source, product specialization, etc
- Customized according to a business’s needs
Every business works differently; they have their own unique sales process and priorities.
Lead routing solutions are highly customizable and are able to align with your specific goals, strategies, and requirements.
This customization allows you to define rules and criteria that suit your organization’s needs and help ensure that leads are distributed in a way that maximizes your business outcome.
Whether you prioritize high-value accounts first or ensure that a particular salesperson handles leads from a specific geographic area, your lead routing solution is able to adapt to your business nuances.
- Teams performance monitoring
Effective sales management requires insight into your team’s performance. Lead routing solutions often come equipped with reporting and analytics features that provide valuable insights into how your sales team is handling leads and converting them into opportunities.
Also, you can track the performance of individual sales team members, monitor lead conversion rates, and identify areas that can be improved.
This is a data-driven approach that keeps your team accountable as well as enables you to make data-backed decisions to optimize your sales process continuously
- Elimination of human errors
Manual lead assignments often involve human errors. Because no human is perfect, there are always chances of data entry errors or other sorts of errors. Assigning leads to the wrong salesperson or forgetting to assign leads altogether is a costly mistake for your business.
Lead routing solutions eliminate such errors and ensure that all leads are handled promptly and accurately.
Conclusion
To check on the performance of your sales team, you need to consider various factors. One of the factors you can consider is lead routing.
Lead routing is a part of lead management that ensures prompt and accurate distribution of lead to the right sales reps as soon as it enter into the system.
Implementing lead routing brings many benefits, such as faster response time, elevated lead quality, workload balance, performance monitoring, and eliminating the chances of human errors.
If you, too, desire to enhance your team’s performance by many folds, try lead routing today and watch how it transforms your business!