Lead Assignment

Lead Assignment-72
Assignment Based On Lead Status – another textbook example of Salesforce lead assignment and how leads can be distributed to the sales representatives or team members best placed to act.This type of Salesforce lead assignment involves someone grading the status of a lead or case based on what level of contact has happened to date.

Assignment Based On Lead Status – another textbook example of Salesforce lead assignment and how leads can be distributed to the sales representatives or team members best placed to act.This type of Salesforce lead assignment involves someone grading the status of a lead or case based on what level of contact has happened to date.

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Tiered Lead Assignment – leads and cases can also be assigned to different team members based on different service packages or a perceived impression of the overall size or value of the opportunity.

For example, a lead may come into Salesforce courtesy of a web form in which the prospect outlines whether they would be interested in a ‘Gold’, ‘Silver’ or ‘Bronze’ service package.

The premise with round robin based assignment is that leads or cases are evenly distributed across all team members.

Therefore, when a new lead comes into play it is automatically assigned to the team member who has waited the longest since their last lead; meaning all leads are spread out evenly as they come into Salesforce.

You can also set exceptions on lead assignment based on lead stage.

For example, you can set a limit where a user won’t be assigned more leads if he’s already working on say 20 leads in the ‘Prospect’ stage.Assignment rules can then be created so that incoming leads are placed into the correct queue based on captured address information.Salesforce users can either be notified each time a new lead enters their territory queue or simply check the contents of the queue and claim ownership of any opportunities that fit their criteria.Assignment Based On Product Interest – for companies with a large selection of complex services this type of Salesforce assignment rule is incredibly useful.It involves pre-defining which team members are specialists in specific product areas, then when leads come into the business Salesforce can pick out specific product information relating to what service the prospect is enquiring about.When the assignment process takes place, leads are then only distributed to agents who are pre-selected as being experts in that field.This can be extremely useful for companies like Insurance Brokers who offer customer service across motor, home & travel products yet employees may not be trained across all 3 verticals.This is great for creating a sense of fairness across the team but doesn’t take into consideration any of the more sophisticated options that may be important for your organisation.We believe the above examples of Salesforce assignment rules are some of the most popular methods used by organisations today. There are several other approaches you can adopt to make your assignment process more intelligent.Salesforce can be configured to offer various types of lead and case assignment straight out of the box and companies can fine tune the setup with an impressive degree of control.However, what might be the optimum process for one company may be entirely the wrong approach for another, so each setup will have its own merits.

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