As a field sales professional, you may know that generating leads is not as easy as pie. It is an overwhelming and complicated process, especially knowing that you have targets at the end of each week or month. So, how can you get help in order to streamline the process and get leads quicker than before?
Get a decent lead generation software and use it effectively
If you have a lead generation software, you have access to functionality that will improve how you work. There are user experiences setup within the software to allow you to get a leads list, with just a few clicks. This information will also show you locations of potential customers so that you can prepare your days efficiently. Look for potential clients near others, so that you don’t waste most of your day on the road and instead, most of the day is taken by selling to people.
Integrate your phone or tablet survey app to help collect leads
When you visit clients at their sites, homes, industry events or even trade shows, you want to be able to capture leads quickly and easily, without scribbling down information on paper. If you use an app, this will allow you to remove the human error of misspelling on paper, as well as allowing you to complete all the necessary information and decrease the delay time of your initial contact and follow up times. By having such survey software, you and your team are able to collect leads on mobile phones and link it directly to your profile within the business. You have a standard lead capture form that prompts you to ask the right questions and reduces any room for error. You can easily save time and money as you will not be using any manual data entry. It’s also great because the apps generally export to other programmes like Microsoft Excel and MailChimp.
The entire team can enjoy simplicity
When you use lead generation software, you will notice that the team is generally empowered to become more productive, as their time is not spent on loads of paperwork, which all salespeople loathe. You can create a survey and deploy it off to multiple devices. These will then generate unique codes for each field sales staff, and you can easily switch through various surveys on the platform. You can also enjoy a dashboard interface to quickly view and analyse results. You want to be able to install the app, then put your unique code in and start collecting data, which will hen allow you to access the survey data at any given time off your mobile device.
Lead routing must be automated
Every company has their own way or process of converting leads. With an app, you can set up rules off a dashboard so that the right people can see and action something on a specific client without having to follow up with a team member. Leads can be sent out via email or text and lead routing can occur within your team, as well as with another group. It can even integrate and be automated outside the company if you have a dealer network.
Create lead scoring and alerts in real-time
All leads shouldn’t be seen as equal, and with lead generation software, you have the ability to improve your lead qualification and ranking within your business. This focuses on the marketing element of your business, where clients are looked at by various target audiences and prioritisation segments. Once this is done, you can then setup trigger alerts for any interesting leads that have met a specific criteria. These rules can be stipulated and managed by business owners in whichever way they feel suits their company best.
Team performance should be measured in real-time
If you are a field sales rep and are looking for specific leads by a specific date, you want to measure and manage your performance at any given time. This will allow you to plan for the balance of the month and you can then quickly understand if you are over or under-achieving. Software allows you to look at your individual results in a graphical or tabular breakdown. This allows you to go down to a very granular level if you need to, and the data will most definitely assist with where you need to go for more leads. For example, you may have generated more leads on a specific day of the week, so you should push harder on that day. Or you may have more leads from a specific suburb, so it would be best to go back there to see if you can generate more leads within that location.
By using the above, core lead generation methods with the right tool, you will be able to quickly achieve what you need as a field sales rep.