Crazy as this might sound – do you know where your leads are going? Really?
The reason I ask is that with all the advances of technology, I’ve seen a few cases of
- Reports show how many webforms were submitted from your landing pages
- CRM reports show the same number of leads being fed into the CRM System
- A sales team complaining about never receiving new leads
How can that be happening?
Flawed business rules that don’t actually assign the leads to a sales person so the leads sit in a general queue with no owners – or, even worse, they are assigned but to ‘House’ or some other generic term.
Why is that second option worse? Because eventually someone will run a report for “Unassigned leads” and you will miss the leads.
Here’s my point – fill out and submit one of your own webforms. Then track your data through the system and see where you end up.
Do it a couple times a month, to start. Then, when you feel comfortable that things are working, kick it back to once a month or once a quarter.
But never stop checking. You pay too much for leads to have them lost in all that technology and automation you are paying for as well!