Sales & Lead Management

Where the rubber meets the road – or so the saying goes. Sales is what drives any organization. Many struggle to find the best approach – from lead distribution to pipeline to close. And then there is that whole goal-setting thing and those performance measurements.

Because it’s so important and, oftentimes, so political, it’s one of those things that is very difficult to change, streamline, standardize. It can be next to impossible to encourage adoption by the sales team – especially those that “do just fine with the way things are”.

We have helped organizations navigate the challenges inherent in sales-driven environments. The sales culture of an organization is so unique and sensitive that flexibility in design and interaction is critical. Yet, we continue to find that most “contact” or “lead-based” systems are NOT designed this way.

That’s where we come in... and here's a couple of examples of how we have helped...

Performance Based Lead Assignment
Supported a shift in lead assignment strategy to reward those generating the greatest volumes of new business the opportunity to earn more with an analytical platform. Projected "before and after" results. Allowed management to modify driving factors to support this shift in lead management strategy.

Sales Forecasting & Empowering the Local Market
Developed a sales management interface to drive marketing resource allocations across the branch network. Implemented drill down capabilities and enabled managers across the organization to understand the value of opportunity across geographic markets in terms of cross-sell and new client development.

Contact Management System Design
Served on a steering committee to help develop sales force automation tools and knowledge management strategies. Drove management consensus and presented an objective, realistic plan to support the initiative.