Why Use Lead Routing in Sales?
Getting leads into the hands of your sales team fast is critical. Hot leads can go to warm, or cold, very quickly. According to research by Velocify, companies utilizing at least one automated distribution method boast an 87% higher conversion rate than those that manually distribute leads. Automated lead routing methods improve response speed and, in turn, conversion rates.
There are many ways Geopointe can simplify and speed up the sales process, but Salesforce lead routing is one of the most beneficial features for teams that utilize geographic territories. You can use Geopointe to create geographical boundaries for your data (also known as Assignment Plans), then automatically assign inbound leads to a Sales Development Rep (SDR) based on a Salesforce lead, contact, or account’s geographic location. Here are a few benefits of Salesforce lead routing:
- Lead routing is a must for companies with a high influx of inbound leads, as it saves time for the SDR Manager who would otherwise be manually routing leads, and eliminates the possibility of SDRs passing leads back and forth.
- Once properly set up, it is easy to manage and update the routing rules in Geopointe within Salesforce
- You can better align SDRs and territory Account Executives with Automated Assignments by automating lead funneling and having exact geographic locations for both to focus on.
- Salesforce lead routing minimizes the risk of SDR overlap, or unknowingly reaching out to the same companies at the same time.
Once you’ve made the decision to start funneling your leads by geographic territory, there are some territory management questions you must consider:
Where are my sales coming from? You have the option to visualize any field in Salesforce on the map so that you can break up territories equitably. For example, try layering Salesforce data such as closed revenue. With this capability, you can build territories that evenly distribute revenue, or even break up past revenue geographically by rep experience, giving more pipeline to a more experienced sales rep then a less experienced rep.
How many territories/regions do I have? You can layer your Salesforce data with any standard or custom fields to build out your strategy. Perhaps you want to determine your headcount needs based on how many accounts you want your reps to be assigned, or you’d like to use your number of employees to determine the number of territories needed.
It’s extremely important to maximize the efficiency of your sales process to allow more time for sales activity that will move the needle. Now that you know a bit more about what to consider when setting up lead routing and territory management, start using Geopointe to speed up the sales process and increase lead conversions!
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