Key features of a Lead Management CRM

A lead management CRM allows sales representatives to effectively use other telephony tools. The CRM is able to triple sales productivity by integrating there numerous telephony software tools into a single, easy to implement, software platform.

The simple interface of a lead management CRM allows sales reps to easily complete their required tasks. Everything a sales representative needs to do can be done within one computer window. From here he can choose to disconnect from the phone dialer, move on to the next call, schedule a call back appointment, view call reports, send an email, and a number of other key tasks.

The technology used by a lead management CRM also helps a sales rep know the best time to contact a web-based inquiry in order to contact, qualify, and close a sale. It uses what is known as web form callback technology to do this. The web form on any website can be programmed to capture the data from the form and transfer it to the CRM. Once in the customer relationship manager, the phone number is immediately routed to a sales rep. The CRM also makes the newly generated and captured lead a high priority for the sales rep to call, ensuring that the call is placed within minutes of the lead submitting information and demonstrating interest. According to a study with Insidesales.com and MIT, when leads are contacted that quickly, the contact rate increases upwards of 800%.

Lead management CRMs add further time saving features with automated voice messaging technology. During the calls when a lead is unable to be contacted, prerecorded messages can be left by the dialer while the sales rep moves on to the next call. Prior to making calls sales representatives can create a whole library of prerecorded voice messages, and have these messages checked for quality control. When a voice mail machine is encountered the sales rep only has to click a button on their screen to have one of those messages left while he moves onto the next sales opportunity. This keeps sales reps talking to live leads, not dealing with machines that can’t make a purchase.

Lead management CRM is a powerful productivity enhancing software solution that is suitable for both B2B and B2C remote sales. Users need very little training before using a CRM for their sales calls, and it has an immediate impact on any remote sales organization.