Why integrate a lead management system with a sales force automation system?
Marketers need a total 360-degree view of leads. They need to know what happens to them from the time they are captured, qualified, ranked and distributed, through the time they are out in the field being worked by sales, and after the leads are closed (as either sold, not sold or a dead lead). Integrating a lead management system with a sales force automation system provides this 360-degree view. Plus, more accurate data is available to the marketer to analyze the ROI on their marketing spend.
Sales managers need a separate SFA system to monitor and manage sales activities. Sales people need the SFA system to manage their prospecting and selling activities.
Does a company need both systems?
Yes. A company that wants to gain market share, increase revenue and reduce both marketing and selling costs needs both systems.
A lead management system:
- Reduces the cost to generate leads
- Decreases customer acquisition expenses
- Shrinks sales cycles
- Converts more leads into sales
A sales force automation system will:
- Track the entire sales process – contacts, accounts, opportunities, sales revenue, wins and losses
- Show account history
- Enable sale people to notes to records
- Produce sales reports
- Project revenue
- Ultimately, an SFA system makes the sales team more efficient and helps them sell more.
Call us anytime to discuss how lead management systems and best practices can increase your sales, cut costs and shrink sales cycles. 1.800.735.3237
