Steps to record Leads¶
If your company has the qualifying steps before converting Leads into Opportunities, you need to configure Lead feature before you can use it. To do so:
Go to CRM app.
Navigate to menu Configuration ‣ Settings.
Check on the option Leads.
Hit the Save button.
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You can draw a profile of a lead by going to
, and then click Create button.
Basic information of lead on CRM¶
There are 3 basic information sections:
Lead: the real demand from a customer.
Probability: the percentage of success towards this lead.
Contact information of customer: lead’s name, address, email, telephone number, etc.
Let us take a look at this simple example below as an illustration for the sections:
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Note
Address line 1: enter house number, street, wards.
Address line 2: enter district.
Address line 3: enter city.
Address line 4: enter country.
Sales team, who takes resposible for leads on CRM¶
Salesperson: the employee, who takes care of this lead.
Sales team: the sales team, who takes care of this lead.
Team leader: the leader of the sales team.
Regional manager: the employee manager, who is responsible for the region, where the customer is located.
Sales region: the region, where the customer is located.
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Refer to Establish Sales Teams and Sales Regions to learn how to establish sales teams and sales regions.
Potential prioritization leads on CRM¶
Priority: using star rating system to indicate how high level of priority given to a lead. The more stars, the higher priority.
Tag: extracted from customer’s demand, a tag respresents a specific area of expertise. For instance, the Product - and Service tag are used when a lead needs advice on product and service.
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The tracking of leads on CRM¶
At the Tracking section of the Extra Info tab.
Company: current company.
Campaign: this is a name that helps you keep track of your different campaign efforts, e.g. Email Campaign - Products, Christmas_Special, Facebook Ads, …
Medium: method of delivery, e.g. Email, Facebook, Banner Ad, or Google-Adworks, …
Source: source of the link, where from the customer have heard / seen us, e.g. Google, Facebook Ad, or name of email list, …
Referred by: name of other documents as reference.
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Tip
After creating a lead, you can re-evaluate the lead quality based on BANT, a sales qualification framework, before converting it into an opportunity (Marketing Qualified Leads => Sales Qualified Leads).
B (Buget): does the customer has necessary budget to purchase your product / service ?
A (Authority): does the potential lead have the authority to make a purchase, or they need the permission from another one?
N (Need): the business pain points the customer is currently having.
T (Timeline): when is the lead looking to make a purchase?