Using CRM lead rating to motivate salespeople yields larger returns and profits.
“So, what is lead scoring? Simple, it's a relative ranking of one prospective lead against another.” – Steve Gershik, The Innovative Marketeer.
You set a list of criteria, to help you figure out which customers are hot prospects and worth additional sales efforts. Essentially, you identify who is most likely to make a purchase from your company.
CRM lead rating, or scoring, is useful because it:
“Companies that get lead scoring right have a 192% higher average lead qualification rate than those that do not” – Aberdeen Research.
That’s lead rating sorted. What about the motivation promise?
From the point-of-view of your salespeople: