CRMOD Lead Management Process

Leads: A lead is individual who have expressed interest in the company’s product or service. A lead typically includes the contact name, phone number, and the identified product interest. It also includes the information from where lead was generated.

Usually we have large no of lead with little information. The purpose of Lead Management Process is to identify if lead needs to be perused or archived.

Example >> Funnel.

Process:
Overall >> Lead can be assigned at any of these levels using “Sales Person” Information
Start >> New Lead >> Lead Evaluation >> Qualify Leads >> Opportunity >> Stop

Working on Lead Evaluation
Lead Evaluation >> Worth Pursuing >> Qualify Lead
Lead Evaluation >> Do not pursue / Not Qualified >> Archive Lead

Working on Qualified Lead (Rating and Lead Assignment (Manual or through Workflow)
Qualified Lead >> Rejection >> Archive
Qualified Lead >> Acceptance >> Convert to Opportunity

At any of these stage

Lead Qualification Scripts >> May not be activated, optional feature. Using it one can define questionnaire i.e. the required information. Scores are calculated automatically by Siebel. It can be used as a guide to capture all necessary information.

In Leads Management, what can be configured?
1) All Picklist values options.
2) Field Labels, Required fields
3) Default fields values if required.
4) Read/ Write / Edit / Copy rights based on the role.
5) Lead Conversion Mapping.
6) Default Layout based on Roles
7) Lead Detail Layout
8) Search layout

How a lead can be created?
Manually (Lead link in left create box, Leads Homepage)
Through email Siebel Outlook email Integration, Lotus Notes Integration
Import Leads through web services


When to Reject Lead?
It is mostly applicable to two tier sales organization. If the all required information is not there in the qualified lead (product information) or assigned incorrectly (different region). Lead Assignment Rules can be used to reassign rejected leads. And status will get change to “Reject”.


When to Convert Lead?
Fully qualified lead should be converted to Opportunity by clicking on Convert Button. The next screen which comes creates Account, Contact or Opportunity.
Opportunity Name is automatically populated with this conversion. This naming conversion can be changed.