However, the main goal here is to automate the response path, or segment and direct the lead before it is directed to a team member. Lead scoring tools take into account factors such as: time spent on the site, previous interactions, pages and content viewed, and aphic information recorded in data entry forms. Based on these factors, they generate a score: Leads with higher scores need to be contacted immediately by a senior member of the sales team. The relevant salesperson will automatically receive a notification with a link to the relevant data saved and the time range of the contact. This will include background information on the nature of the inquiry. Useful Metrics for Measuring Lead Response Time Sales analytics tools can help you monitor the
effectiveness of your lead response time and where brazil mobile phone number list problems lie. TSalesperson Far from being a basis for finger pointing, it can be used to reveal structural problems with the contact data collected and provided, or the number of leads assigned to certain individuals. Opportunities and Conversion Rates by Lead Response Time This is an ongoing assessment of the differences in opportunities and conversion rates that can be attributed to lead response time. It reveals the true impact of response time delays on the sales pipeline. Data from this is often used to create service level agreements (SLAs) between sales and marketing. Follow-up Rate This is not the success rate of follow-up contacts, but the number of follow-up attempts to
respond. It reveals the number of contact attempts per lead. Typically, it can take up to eight calls and emails to secure a meeting: this metric can help you identify changes in results over time, industry, product, channel, or sales team member. The Cost of Slow Response The impact of the Harvard Business Review lead response time survey was clear almost 10 years ago. Yet, we’ve seen their findings replicated time and again in the years that followed. Businesses are still unable to respond quickly to new leads, and sales are suffering as a result. As a rule of thumb, we advise all of our clients that failure to respond to a lead within an hour will cut their eventual close rate in half. That’s big business. In 2011, when HBR first published its research, we didn’t have the automation tools we have today.