Lead Management Hints

Analyze dealer closure rates Closure rate is the percent of closed sales per number of leads. To increase these rates, ensure that your lead management system provides thorough standardized reports so you can drive key performance indicators such as: Track and close new vs. installed base business per your business objectives Market share and the uptake rates of new products or services Accounting for product/service demand cycles on periodic basis (quarterly, seasonal) Customized metrics that are key indicators of future channel growth Establish efficient processes for report gathering, distribution, and analysis in your lead management system. Ensure that the vendor automates these reporting processes with a hosted web portal solution that provides comprehensive reporting on the effectiveness of marketing lead generation campaigns.

Monitor key performance indicators that give you a cost per lead per campaign. This will enable you to maximize campaign spend effectiveness. Simplify your lead generation system Lead management system considerations include implementing an automated, closed-loop feedback process for tracking leads from generation to resolution. Motivate dealers to report on the results of their contacts with the prospect and use the KIS (Keep It Simple) principle for information requested from partners and for internal lead management processes. Establish efficient processes for information workflow in the lead management system by automating these processes with a hosted web portal solution, and provide program guidelines to dealers for efficient generation, delivery, and feedback of lead information. Implementing, refining and improving your lead management system with feedback from partners and internal organizations will ensure that your program generates a revenue stream that enables your enterprise to meet and exceed business goals.

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