We recently helped one business operating in B2B segment in Education Tech. We are happy to share our findings and how we improved their Leads Management process. Sharing insight of this case so it can help your clients or business.
Client Background
Client works in B2B in Education Sector
Offer 6 different products to clients
Generating leads from Facebook
Using Zoho Bigin CRM & Microsoft Teams for collaboration
24 people in Sales team
Problems they were facing
Deployed 2 people to manage CRM and allocate leads
Wasting leads when no one is available to attend them
When a new sales person added or removed, they have to update allocation scenario / router
Leads directly sync in CRM, no other update to Sales people
Leads allocating in non working hours (as their ads continues 24*7)
Over allocation of leads when sales person has enough leads
At times irrelevant allocation - no correlation in product lead & sales person
No communication to lead prospect
Sales people not aware when payment done by client
How we improved it
Thoroughly studied the entire flow, processes, organisation structure, work practices and key features of different systems they deployed
Identified & filled gaps at every step
Established connection among Facebook, CRM, Microsoft Teams, Data Store, Notification, Payment Gateway
Structured information flow through MS Teams channels
Outcome
Saved 2 Headcounts - increased efficiency and productivity
Robust Linear Flow - No routers required
Management of unallocated leads
Real time notification to Sales people via MS Teams & SMS integration
Real time acknowledgement to prospect
Smart Allocation - based on sales person availability and product they sell
No lead allocation in non working hours
Leads availability information to sales people so they can request when they want
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