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

Intelligent, optimised lead management requires consistent lead tracking and distribution across sales and marketing. Salesforce CRM delivers. Managers and reps easily monitor inquiries from prospects and efficiently route qualified leads to the right salespeople at the right time. Sales reps always have quick access to leads, and they never lose an opportunity.

• Online lead capture. Easily build forms that automatically transfer Web site leads into Salesforce CRM and send a personalised response back to a prospect.
• Import wizards. Consolidate sales lead management by quickly importing leads from trade shows, seminars, direct mail, and other offline sources.
• Lead search and merge. Use Salesforce CRM’s lead management capability to ensure that your reps can easily 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 organisation’s 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.

Track Your Leads and Keep Every Prospect Alive

• Lead history tracking. With Salesforce CRM’s lead tracking 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.You can easily customise Salesforce CRM to create distinct qualification processes and page displays for each business unit or product line.
• Lead conversion. 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. With Salesforce CRM 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 like clockwork, the sales process moves into high gear. Reps work harder, and managers manage better. With Salesforce CRM you get a full array of opportunity management capabilities to take you effortlessly from lead management up to the next level.

• Increase sales productivity and close more deals. Salesforce CRM makes it easy to manage opportunities. Sales teams have a single place to update and track milestones and record all interactions, whilst accelerating collaboration to move deals more quickly to the point of decision. Managers easily shepherd opportunities from the lead tracking phase into their sales pipelines, where they can monitor progress in real time.
• Opportunity tracking. Salesforce CRM also 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 by customising Salesforce CRM to support your processes. And you can extend your capabilities with solutions from our AppExchange partners.
• Product tracking.With Salesforce CRM 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.

Improve Lead Management with Flexible Forecasting

• Forecast globally. Salesforce CRM lets you use sales pipeline data to project demand and revenue. With accurate forecasts in hand, sales managers can allocate resources to help close more deals, increase income streams, and align costs with revenue growth. They can anticipate demand and prioritise lead-management activities to maximise the opportunity.
• Manage territories.Salesforce CRM also lets you organise your lead-management and lead tracking capabilities by territory. 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 easily streamline and customise workflows. This gives you greater control over routine lead management and lead tracking activities, eliminates redundant tasks, and enforces adherence to your approval processes.
• Manage accounts and contacts. Salesforce CRM integrates with your other enterprise systems and lets you share account and contact information across your entire company. This results in 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.