Understanding Lead Distribution
Lead distribution in a CRM refers to the process of distributing leads among the sales team members or different departments within an organisation. This is done in order to ensure that leads are handled in an efficient and timely manner, and that the right person or team is responsible for following up with each lead.
An Ed-tech CRM Software typically includes a lead distribution feature that allows leads to be automatically assigned to the appropriate salesperson or team member based on predefined rules. For example, leads can be assigned based on the lead’s location, interest, or the source of the lead.
Lead distribution in a CRM can be done in different ways, such as:
- Round-robin: leads are assigned to team members in a cyclical order, ensuring that each team member receives an equal number of leads.
- Weighted: leads are assigned based on the salesperson’s performance or experience, allowing the best salespeople to receive more leads.
- Business Logic: leads are distributed based on the specific criteria defined by the business logic implemented by the Ed-tech company
- Manual: leads are assigned manually by a sales team leader or sales supervisor, giving them more control over the lead assignment process.
Lead distribution in a CRM is an important aspect of Lead Nurturing, as it helps ensure that leads are followed up on in a timely and efficient manner, increasing the chances of converting leads into customers.
By having a clear lead distribution process, it can help you have a clear understanding of the sales pipeline and where the leads are in the process, and also helps in forecasting the sales.
Leveraging Lead Distribution
Here are several ways Ed-tech companies can enrol more by right distributing leads among their sales representatives:
- Improved lead response time: By automatically distributing leads among the sales reps, Ed-tech companies can ensure that leads are responded to in a timely manner, which can increase the chances of converting those leads into students.
- Targeted lead follow-up: By using rules based factors such as location, program of interest, or lead source, Ed-tech companies for allocations can ensure that the right team member is following up with each lead, which can improve the effectiveness of the follow-up process.
- Better use of resources: Help you allocate resources more efficiently, by ensuring that leads are being handled by the sales representatives who are best equipped to convert them into students.
While most Ed-tech CRMs allow you to get insights of your sales team’s productivity, a purpose-built Ed-Tech CRM by Meritto (formerly NoPaperForms) features data-driven dashboards where you can identify the best performing sales agents, the bottlenecks, and take strategic calls in real time.
- Increased transparency: By using a CRM system with lead distribution capabilities, you can have a clear view of the status of leads in the admissions process, which can help them make data-driven decisions about how to allocate resources and improve their lead conversion rates.
- Better forecasting: By having a clear lead distribution process, you can have a better understanding of the sales pipeline and forecast the enrollment numbers.
- Improved collaboration: Help sales teams collaborate more effectively by ensuring that leads are being handled by the right team members and that everyone is aware of the status of each lead.
All this sounds great but to be able to do all these, Ed-tech companies need to ensure that they choose a purpose-built CRM that empowers them to distribute leads effectively.
Choosing an Ed-tech CRM for Lead Distribution
Incase you were looking, here are several key factors to consider:
- Lead routing rules: The CRM should have the capability to set up lead routing rules based on criteria such as location, program, and lead status, this way leads can be routed to the appropriate sales representatives.
- Lead tracking and reporting: The CRM should have the capability to track leads, their status, and provide detailed information about each lead, such as contact information, demographics, and lead status, which can be used to track leads and generate reports to measure the effectiveness of marketing campaigns and sales efforts.
Meritto’ purpose-built Ed-Tech CRM offers an one view lead profile that empowers sales reps to get all the information they need to have a contextual follow-up discussion and nurture leads efficiently to conversions
- Sales and marketing automation: The CRM should have built-in marketing automation capabilities to automate repetitive tasks such as sending out emails, SMS and other forms of communication, and also provide the capability to track leads and generate reports to measure the effectiveness of marketing campaigns and sales efforts.
- User-friendliness: The CRM should be easy to use and navigate, which can help ensure that the sales teams use the system effectively, which can improve data accuracy and system adoption.
- Scalability: As the company grows, the CRM should be able to scale with the business and accommodate more users and data.
- Integration: The CRM should integrate with other systems such as LMS, student information systems, and marketing automation tools to streamline business operations and improve data accuracy.
- Customer Support: The CRM vendor should provide excellent customer support, in case of any issues or queries that might arise.
So overall, lead distribution is a key aspect of a CRM that can help Ed-tech sales reps with their daily task of converting leads. You might want to take a look at Meritto’ EdTech CRM which has all that you look for an in an amazing sales execution platform.
