Lead routing analytics enables you to analyze the work of sales teams in terms of products and services they are selling to a particular contacts. To fully obtain benefits from the analytical dashboard a proper contacts management in your company has to be provided.

Case study: 

To perform a research on the sales team work you need to have a contact management based on:

• clear definition of the customer acquirement sources, where tag would be automatically assigned to a contact,
• assigning contacts to the main account in the system, from which contacts are going to be assign to a particular salesperson,
• accounts, created for every sales person,
• assigning contacts to sales team, where one salesperson becomes the main owner of a particular contact,
• assigning tag to a contact by the salesperson, while he or she reaches a contact for the first time (the same tag has to be assign – we strongly recommend to set an automation rule that will assign that tag automatically),
• clear definition of two separate conversion points (two stages in the sales funnel)
• clear definition of the final stage, the stage in sales funnel, where a contact goes after the purchase is done/a contract is signed.

For example, if on a company’s website contacts enter a SALESmanago system while downloading e-book, then a tag is assigned to a contact: e_book_poland. A contact goes to a main administration account, where is assigned to the specific salesperson. After a first conversation, a sales person adds tag to a contact: first_conversation. On a later stages of the sales process a contact is assigned to another stages, client meeting, first conversion point, etc., signed contract (final stage).

LEAD ROUTING ANALYTICS – SETTINGS

In order to configure lead routing go to DASHBOARDS -> LEAD ROUTING ANALYTICS -> ADD NEW DASHBOARD.

 

 

Click “add new dashboard” and you will be redirected to the following screen:

 

[1] Name –  provide the name for the report.

[2] Source of acquiring contact – provide tags that will be assign to the contact while acquiring.

[3] Transferred from  – choose the main account that will be the first to gain all the entered contacts, and from which you will be able to assign them to the sales people.

[4] Salesperson – choose sales people, whose work will be analyzed in a report (you can choose as many people as you want).

[5] First contact with contact – define the tag that will be assign to the contact during the first contact with salesperson (for example phone call, email).

[6] Conversion point 1 – choose the stage in a funnel, where assigned contacts can be found (contacts that which sales people are currently working with) this is the element that allows you to measure the effectivity of sales person.

[7] Conversion point 2 – choose the stage in a funnel, where assigned contacts can be found; this is the element that allows you to measure the effectivity of sales person.

[8] The final stage – choose the stage in a funnel, where contacts will go after the purchase is done.

[9] Activate report generating – click here and the report will be generated automatically.

NOTE – the report is generated once a day. If you generate report on Monday, the data will show up on Tuesday. The data within the report will be updated once a day.

If you do not check this option you can go back to it before generating it for the first time.

[10] Save – if everything is ready click to save.

 

GENERATED REPORT ANALYSIS 

BASIC DATA

 

[1] Time slot – choose the time period for which you wish to analyze the data.

[2] Acquired contacts – the number of contacts acquired through the sources of the contacts acquirement.

[3] Transferred contacts – the number of contacts assigned to sales people from the main account.

[4] Contacts contacted by salesperson – the number of contacts for which the tags has been assigned to based on the first contact with contact.

[5] Contacts per salesperson – the number of contacts per salesperson.

 PREVIEW – on a diagram below the detailed data will be presented in a specific time period.

 

ROUTING OF CONTACTS

 

[A] Acquired – again, choose the time slot, for which you wish to display data.

[B] Acquired contacts – the number of contacts acquired according to the previously defined sources in a specific period of time.

[B1], [B2], [B3] – here you can find the number of the acquired contacts according to a particular source.You can find here a name of the source (tag) and the number of contacts acquired thanks to that source.

[C] Transferred to – you can choose to see data presented collectively (Summary) – for specified salespeople or only for one salesperson.

The data below can be analyzed for the entire team or for just one person:

[C1] Transferred contacts – the number of the transferred contacts (assign to the sales team or to one salesperson).

[C2] The number of contacts with the tag assigned – contacts already in touch with salesperson/ team.

[C3] The average time to contacts transfer  – time counted from the moment of the contact acquirement until assigning them to the sales team.

[C4] The number of contacts placed in the FIRST conversion point.

[C5] The number of contacts placed in the SECOND conversion point.

[C6] The number of contacts placed in the final stage.

[D] Routing of contacts – the diagram shows how many contacts went through the entire process of sales. Marked with red are the contacts, that did not pass the sales process.

 

 

[E] Routing of contacts – in the chart you can find the collective data about the work of a particular sales person.

[E1] Salesperson – the list of all the analyzed salespeople.

[E2] Transferred contacts – the number of the contacts transferred to a particular salespeople.

[E3] The number of contacts one salesperson is dealing with.

[E4] The number of contacts currently on the first conversion point.

[E5] The number of contacts currently ona  second conversion point.

[E6] The number of contacts on the final stage.

[E7] Details – if you click on “details” you will be redirected to the detailed analysis of a particular salesperson. You will see the chart with all acquisition sources, and the list of the contacts placed at a different stages