3 Tips about Changing Comp Plans When Using Lead Management

posted on Apr 02, 2015 by in Lead Management

Some compensation plan tips

In any business, good compensation plans are an essential element in maintaining a healthy sales function. Indeed, for many sales professionals, an exciting comp plan may be the single most important motivational device a company possesses. Automating inbound lead management processes often transforms the effectiveness of sales teams. When we say transforms we mean ‘radically increases performance’. This might double your average call rates and increase your conversion rates, drastically changing the total comp earned. It’s a very good idea to review your comp plans. Here are three tips about changing comp plans:

1. Don’t suddenly cap your comp plans

  • Introducing a cap on comp plans is guaranteed to demotivate your sales teams and possibly even invite mutiny
  • Uncapped comp plans provide the promise of ‘unlimited earnings’, an important element in shaping the national work ethic; this is so important it is virtually enshrined in the Constitution, so changing it is pretty much off limits
  • Since the sales are there to support the comp earned, it is really quite unreasonable to consider capping comp

2. Keep your accelerators in place

  • Altering comp plan accelerators is another sure fire demotivator for sales teams
  • Meddling with comp plan accelerators just might make agents take their foot off the gas
  • Leaving your accelerators untouched ensures that your agents remain fully incentivized

3. Consider how best to alter your comp payment schedule

  • Hundreds of agents increasing call rates from 30 to 60 calls per hour with increased conversion rates, is likely to increase the amount of comp you pay out
  • It may be advisable to restructure comp payment schedules because increased comp earned by agents increases cash flow requirements, altering liquidity requirements for working capital

Support for comp plan review and more from ClickPoint

The fact is that for most businesses moving over from a manual process, ClickPoint Lead Management solutions represent transformational change. This often requires you to re-calibrate the baselines of sales performance metrics. Compensation plan review is just one area. Sometimes there are implications for many parts of your business, such as supply chain operations including stock allocation or fulfilment functions. ClickPoint provides automated lead management solutions, as well as guidance to help you manage change when deploying our lead management solution across your organisation. Click here to take a look at the range of standard ClickPoint reports that show lead management metrics.

ClickPoint SalesExec New Features: Edit Workflow

posted on Apr 01, 2015 by in News

Overview of updates to sales workflow

ClickPoint is pleased to release the latest update to our sales workflow solution.

This new feature makes it easier than ever to customize your sales process within the SalesExec lead management solution. You can easily copy an entire sales process, copy your actions, and use our drag and drop features to get your sales process exactly the way you want it.

This updates the sales workflow with four new features:

  • Edit Workflow – Copy Function
  • Copy Workflow
  • Back to Workflows
  • Back to Edit Workflows

Edit Workflow – copy function benefit and features

Lets you copy actions from one Status to another within the Workflow

  • Displays check boxes (to select copying) and arrows (for re-ordering) beside each Action within the Status of Workflow
  • Displays a Settings Wheel by the Show Disabled button within the Action providing the option to select Copy Status
  • Displays Copy Status modal for naming, color picking, Previewing and Save Status

Copy Workflow – benefit and features

Lets you Copy an entire Workflow

  • Copy a Workflow from the main Workflow screen
  • Displays Copy Workflow Modal for naming, On/Off slide switches to Include Statuses or Include Actions and choosing the Record Type

 

 

 

 

 

 

 

 

Back to Workflows – benefit and features

Lets you return to Main Workflows from Edit Workflow

  • Displays the Back to Workflows button providing one click redirection to the Main Workflows screen

 

 

 

 

 

 

 

 

Back to Edit Workflows – benefit and features

Lets you return to the Workflow status currently being edited from Workflow Edit Action

  • Displays the Back to Edit Workflow button providing one click redirection to the Workflow status currently being edited

 

 

 

 

 

 

 

 

Click here for full release notes on these Edit Workflow updates.

ClickPoint SalesExec New Features: Edit Record Type

posted on Mar 31, 2015 by in News

Overview of updates to record editor

ClickPoint is pleased to release several updates for the SalesExec record editor.

This makes it easy to add fields of information to your SalesExec lead management solution. It auto saves your changes, allows you to drag and drop your field order, and customize your sales agent view with the click of a button.

This updates Edit Record Type Additional Options with two new features:

  • Field List
  • Field Group

Field List benefit and features

Lets you edit Field List tab items more easily in Record Type Additional Options

  • Auto saves when adding or editing a Field
  • Displays a Grip Icon to the left of the Field Name with easy drag and drop reordering
  • Green check mark shows items have been saved

Field Group benefit and features

Lets you edit Field Groups tab items more easily in Record Type Additional Options

  • Auto saves when adding or editing a Field Group or Field
  • Displays a green check mark when items have been saved
  • Displays a Grip Icon to the left of the Field Group or Field Name for easy drag and drop reordering Field Group or Fields within the Field Group
  • Automatically adjusts Field spacing if appropriate

Click here for the full release notes.

Orchestrating lead management for Steinway & Sons

posted on Mar 27, 2015 by in Lead Management

Global boutique brands need efficient lead management too…

Lead management automation is great for larger enterprises where high volumes of inbound leads are generated and need to be brought together in a single view, scored and distributed rapidly to an army of call center and field sales agents. What’s not so obvious is that automated lead management is also an excellent solution for businesses that sell higher value goods with reduced lead volumes.

Boutique brands typically sell relatively low numbers of big-ticket goods worldwide. This might be through prestige owned brand stores or through exclusive dealer networks. One such company that reaps the benefits of ClickPoint lead management automation is Steinway & Sons. Steinway pianos are seen on concert stages, and found in music teaching centers of excellence and in the homes of affluent amateur and professional musicians around the world.

Meeting the expectation for service excellence

Big-ticket purchases inevitably drive a customer expectation of high service levels. With an iconic global prestige brand such as Steinway & Sons, customers expect service to be nothing less than excellent. This includes immediate action to respond to web inquiries, which generate 65% of the company’s inbound leads. To help Steinway meet this expectation, ClickPoint provides:

  • Lead Capture and Reporting Database – A central database capturing phone and online lead inquiries, while allowing for real-time lead performance reporting
  • Lead Distribution – The lead distribution rules needed to allow for country codes, US and Canadian postal codes, and dealer performance levels
  • Web-Based Lead Management – Dealers and corporate offices needed a simple lead retrieval system that would allow them to search for lead inquiries by a number of criteria to filter their leads
  • Web-Based Dealer Locator – Steinway and Sons web-based dealer locators found on their main website required ClickPoint LeadExec and their website to update in real-time

Deal effectively with all your inbound leads with ClickPoint

ClickPoint automated lead management is not just for servicing large volumes of relatively low priced products and services. It works equally well for businesses servicing low volumes of relatively high priced products and services. Typically, only a maximum of 25% of leads are ready to buy at the time they make an inquiry. ClickPoint provides the platform for nurturing the remaining 75% through to conversion, an essential for big-ticket items.

You can find out more about how we help Steinway & Sons by looking at the case study here.

6 Signs Your Inbound Lead Management Process is Broken

posted on Mar 24, 2015 by in Lead Generation, Lead Management, Lead Nurturing, Lead Scoring, News

Manual lead management is perfect only in a manual world

Lead management is something everyone managing sales should have a view on. One of the most important views is whether your lead management process is working properly. It can be difficult for sales leaders to say “Even though I’ve designed this method there’s something wrong that I just can’t put my finger on.”

Often the reason you are unable to identify problems is because your process is perfect. Perfect, that is, in a world where manual processes once reigned supreme. However, today, so many business processes are automated. They’ve been made more efficient and streamlined by the use workflow automation technology.

See lead management through the lens of automation

Our guide ‘6 Signs Your Inbound Lead Management Process is Broken’ identifies some of the inherent problems with manual lead management. If you’re only used to seeing lead management as a manual process, then this guide gives you a clearer view, through the lens of automation.

You’ll see how automated lead management transforms your ability to bring leads together to get a single view, rate and distribute leads to your call center and field sales agents, and the external networks that many use to service customers.

Identify a broken process with ClickPoint

6 Signs Your Inbound Lead Management Process is Broken’ uses research statistics to show the gap between manual and automated lead management processes. The figures are compelling, even startling to some, and give an indication of the damage a manual process might be doing to your conversion rates and sales figures. Why leave it any longer? Identify a broken lead management process with ClickPoint today.

Download the guide ‘6 Signs Your Inbound Lead Management Process is Broken’ for free by clicking here.