Lead Board

Summary

Handling new leads in a professional way is very important for any business. New leads can be difficult and expensive to find and therefore you should not leave it to chance if they are taken care of properly or not. Use the Lead Board to get a better overview of your leads than you have ever had before!

In below video the sales rep is moving a new lead to status Pending Sales Qualification. When moved the lead gets assigned to the sales rep. The sales rep then sends the lead an welcome email using an email template. The sales rep also updates another lead that has showed interest. The sales rep then creates a opportunity for the interested lead. Notice that when the Board is reloaded after creating the opportunity, the lead has diapered. The lead was transformed to a prospect when the opportunity was created.

NewRecording.mp4

Column Statuses

In the Lead Board we use four statuses for Leads

MARKETING QUALIFIED - New leads that come in and are not yet assigned to any sales rep should end up in this column.
The status means that someone (sales manager, or marketing department or someone else) has imported or manually created the lead because they think it could be a potential customer.

Leads that have signed up via the web page should also end up here. But they should be marked with a lead source indicating they are from the web. Those leads should be red-flagged as Hot Lead from Web

PENDING SALES QUALIFICATION - When a Sales rep wants to start working on a lead they move it over to this column. When the sales rep moves the lead to this column the lead status will change and it will be automatically assigned to the sales rep.
Fastest way to qualify a lead is to give them a call and talk to them.

  • If the lead is not interested at all, move the lead to column Inactivated

  • If the lead is interested but the timing is wrong, move the lead to Subscriber and also book a phone call to follow up in a couple of months.

  • If the lead is interested, create a business opportunity (creating a opportunity transform the lead to a prospect and the lead will disappear from the Lead Board and appear in the Pipeline Board. You will continue working on this prospect via the business opportunity in the Pipeline Board

SUBSCRIBER - All leads in this status should be handled by the marketing department. The sales rep should not work on these leads. These leads are handled by the marketing department via newsletters and other campaign activities. The sales rep can follow up with a phone call booked in the calendar.

INACTIVATED - Leads that are not interested should be moved to this column. The status means that the lead should not be bothered anymore.

Allowed Moves

In the Lead board you are allowed to drag and drop the lead to any column. There are no restrictions.

Drop Actions

Status - when you move the lead to another column, the status of the lead will change to the same status as the column.

Sales Rep - When you move a lead to the column Pending sales Qualification the lead gets assigned to the user doing the move.
The requirement for this to work is that the person is a sales rep (Employee : check box Sales rep is marked (sub tab human recources) ) and that the Sales team function is not enabled.

Fields

SALES REP- Sales Rep assigned to the lead. This Field you can edit directly on the card
LEAD SOURCE - Information about where this lead came from. If you have online forms where leads can sign up, set lead source to From Web so you know that the lead should be prioritized. This field is connected to the campaign record.
EMAIL - Email to the Lead
PHONE- Phone number to the lead
MOBILE PRIMARY CONTACT - Mobile Phone number to the person marked as primary contact
PRIMARY EMAIL - Email to the person marked as primary contact
PRIMARY PHONE - Phone number to the person marked as primary contact
PRIMARY OFFICE PHONE - Office phone number to the person marked as primary contact
COMMENTS - Comments regarding the lead. This field you can edit directly on the card
DATE CREATED - When the lead was created
LAST SALES ACTIVITY - Standard Last Sales Activity date so that you now which sales activity was last completed
IMAGE - Picture of assigned Sales Rep


Menu Options


View Lead - Opens the card in view mode
Edit Lead - Opens the card in edit mode
E-mail - Opens the standard email form so you can send the lead a email using an email templates
New Phone Call - Opens a phone call so you can schedule a new call with the lead.
New Event - Opens the calendar event so you can schedule a new meeting with the lead
New Task - Opens the calendar task so you can schedule a task with the lead
New Note - Write a note that gets attached to the lead
View Activities - Opens the activity summary for the lead. Gives you a great overview of what has been done with the lead.
New Opportunity - Creates an opportunity for the lead. When saved, the lead will be transformed to a prospect. Sales rep continues the work with the prospect via the
opportunity that can be found in the Pipeline Board.
For this Menu Option to work you must have the opportunity enabled (See Pre requisites)
View Lead - Creates an estimate for the lead. When saved the lead will be transformed to a prospect. Sales rep continues the work with the prospect via the estimate that can be find in the Pipeline Board
View Lead - Creates a sales order for the lead. When saved the lead will be transformed to a customer.
New Contact - Creates a contact that is connected to the lead's company

KPI's

The KPI´s in the lead header shows the following metrics

  • New Leads this week

  • Hot Leads from web

  • Days before Qualification

  • Lost Leads

Pre Requisites

CUSTOMER STATUS

For the Lead Board to work "as is", the following Customer statuses must be set up in your environment

  • Internal id 6 = Marketing Qualified (rename Unqualified)

  • Internal id 7 = Pending sales Qualification (rename Qualified)

  • Internal id 17 = Subscriber (add this one)

  • Internal id 18 = Inactivated (add this one

To see what statuses you have, - navigate to : Setup > Sales > Customer Statuses

If you can add the statuses missing and change existing lead statuses, so it matches the above internal ids, you can run this pre-built Lead Board out of the box. Otherwise you will have to do some changes in the Board Column settings so the status for each column matches the statuses you use in your environment.

See chapter Configuration > Columns to understand how this change should be done.

TEAM SELLING

The team selling should not be enabled.
To see team selling setup Navigate: Setup > Company > Enable Features
Tab (CRM) - Checkbox Team Selling should be empty

OPPORTUNITY

Opportunity should be enabled.
To see setup Navigate: Setup > Company > Enable Features
Tab (CRM) - Checkbox Opportunity should be checked