By commence2018

Manage Those Leads!

Small to mid-size businesses are looking toward CRM solutions to help them implement a structured process within their sales organization.  Many CRM solutions do this rather well and provide the flexibility for businesses to implement a standard sales process from companies such as Sandler Systems or Dale Carnegie or create a completely customized one. This ensures that each new opportunity follows a structured path from the initial introduction to closure, resulting in more timely and accurate revenue forecasting.

But sales opportunities don’t just fall from the sky.  They are often nurtured as a lead, qualified, then converted into a sales opportunity.  Who determines if an opportunity is qualified and what process is used to make this determination is an area that is often overlooked by small to mid-size businesses and can cost them dearly.

A typical sales organization consist of a few experienced sales representatives that do a pretty good job with lead qualification, a few with 2-3 years of experience that often have difficulty in accurately determining a qualified lead from an unqualified one, and some entry level staff that are honing their skills and place every one that asks for a brochure on the monthly forecast.  Your sales team represents one of the largest expense items within your organization and if they are spending valuable time chasing tire-kickers vs. qualified opportunities the cost to your business can be alarming.  What’s the answer?  Make sure that your CRM system can automate the lead qualification process.

Commence On-Demand, a web based CRM solution from Commence Corporation is helping small to mid-size businesses learn how to automate the lead qualification process via the use of an automated business process. Similar to implementing a structured sales methodology, Commence On-Demand also implements an automated lead qualification process.  The process makes each sales representative answer a series of qualification questions that are built right into the lead qualification module.  The structure ensures that each sales representative is using the same process to determine a qualified lead from an unqualified one.  The leads are then color-coded based on the responses.  This enables each representative and their management to immediately identify the top opportunities each representative is working on.

Here is an example screenshot showing a list of qualified leads:

Lead Qualification and Scoring View zoom

Lead management and qualification is as important as managing the sales cycle. For more information about how Commence On- Demand can assist you with these processes see or ask for a free trial of our best in class CRM software.

Originally published on

About the Author:

Dave Kahle is one of the world’s leading sales authorities. He’s written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as “one of the five best English language business books.” Check out his latest book, The Good Book on Business.