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Cambiar manualmente una puntuación de un lead

Introducción

Las reglas de puntuación de leads asignan automáticamente valores a los contactos basándose en criterios predefinidos. Sin embargo, los representantes de ventas tendrán interacciones personales con las perspectivas en todo el proceso de ventas que pueden merecer un cambio en la puntuación de plomo.

Por ejemplo: un representante de ventas puede ponerse en contacto con un lead de "cinco estrellas" y descubrir que han tenido que cambiar el enfoque debido a un proyecto urgente con un plazo inminente. La perspectiva todavía está interesada en su producto, sin embargo, han tenido que posponer su decisión hasta que este proyecto se complete aproximadamente 3 meses a partir de ahora. Esta perspectiva todavía puede ser un lead cualificado, pero el representante de ventas ya no quiere que el lead aparezca en la parte superior de su lista.

Los representantes de ventas pueden ajustar manualmente una puntuación de lead aplicando o eliminando etiquetas manualmente de un registro de contacto. Cada criterio de puntuación puede sumar o restar hasta 10 puntos. Para crear un proceso para ajustar las puntuaciones manualmente, creará 20 etiquetas y creará un criterio de puntuación que se corresponda con cada etiqueta.

Instrucciones paso a paso

1 - Cree las siguientes 20 etiquetas y agréguelas a una categoría de etiqueta "Puntuación".
Cada etiqueta se puede aplicar a un registro de contacto una vez.

2 - Cree un criterio que se corresponda con cada una de las etiquetas.
Los criterios agregarán o restan puntos de la puntuación de plomo cada vez que un representante de ventas se aplica manualmente o quita una etiqueta de un registro de contacto.

Por ejemplo:
Después de hablar con la perspectiva anterior, el representante de ventas aplica manualmente una etiqueta a su registro de contacto. El representante decide deducir 10 puntos de la puntuación al lead porque 3 meses es un retraso bastante largo, por lo que aplica la etiqueta "-10 puntos" al registro de contacto. El registro de contacto se actualiza y se desplaza hacia abajo en la lista de llamadas en función de la disminución en la puntuación de leads.

Las situaciones siempre están cambiando. En este caso, el prospecto llama al representante dos semanas más tarde e indica que su plazo se ha ajustado de nuevo. Van a estar listos para comprar en las próximas 4 a 6 semanas en lugar de esperar 3 meses. El representante de ventas puede ajustar manualmente la puntuación de plomo de nuevo mediante la aplicación de una etiqueta que añade puntos a la puntuación líder O al eliminar una etiqueta que se resta puntos. Por ejemplo, una puntuación de plomo se incrementará en 20 puntos totales si un representante de ventas agrega la etiqueta de puntos de ventaja de +10 Y elimina la etiqueta de puntos de ventaja de -10 al mismo tiempo.

3 - Entrene a sus representantes de ventas.
Asegúrese de que los representantes de ventas entiendan cómo funciona la puntuación y cómo ajustarla manualmente en función de su discernimiento e interacciones personales con un cliente potencial.

4 - Obtenga comentarios de los representantes de ventas.
Si los representantes de ventas están ajustando manualmente las puntuaciones con frecuencia, es posible que deba evaluar las reglas de puntuación. Si un gran número de clientes potenciales se puntúan demasiado altos, es posible que deba disminuir el número de puntos asociados con una actividad menos importante o aumentar la puntuación ideal.

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