The first time your Sales Rep calls or email a prospect, they are forming impressions about your company based on the interaction. This is why the first interaction is so important. In Sales, the process of lead routing is essential to ensure a positive first interaction with your prospects. In this post, we look at how one of our customers migrated from Velocify to Salesforce to better manage their lead routing.
One of our clients in the mortgage industry wanted to improve their lead routing process. They were using Velocify, but hadn’t customized it enough to get the most out of it. At the same time, they were becoming more and more invested in their Salesforce implementation. As the leads were captured in Velocify, they were routed to Salesforce, where they were manually assigned to each Sales Rep. This process was becoming cumbersome, and inefficient. It wasn’t helping with the goal of getting the leads to the right Sales Rep quickly.
When we reviewed this process, we immediately realized that the client could manage their lead routing completely within Salesforce. Considering how Salesforce-centric their Sales teams were, this would mean very little change for the team, and they would see results soon. The client was happy with this solution and the project got underway.
As part of the project, Mansa developed apex classes to support a Lead Routing Engine based on balanced round robin regional business rules. Leads are now fed from Zillow and Leading Tree through Salesforce and distributed to the Sales Rep based on which state(s) they have a license in, and what languages they speak.
Each Sales Rep would have a maximum number of leads they can handle in a day, and the system would ensure it doesn’t exceed this limit. This automated way of routing leads saved a lot of time, and made the process very efficient. Sales Reps had access to relevant leads more quickly, and could focus on contacting prospects sooner.
We also devised a way to handle an overflow of leads once all Sales Reps have reached their limit for the day. All unassigned leads would be routed to an overflow queue, from where the Sales Manager can assign leads to specific team members. The manager would assign more leads to those who show better performance. This way, the leads aren’t left untouched because a Sales Rep couldn’t get to them.
Working closely with developers Mansa created streamlined workflows and lead distribution processes. This eliminated the costs of Velocify, and provided efficiency to personalize and shorten the sales cycle.
To conclude, Velocify is a great platform to manage lead routing, but to get the most out of it, you need to put in some upfront thinking and planning. If you’d like to limit the number of platforms you work with, or if you’re heavily invested in Salesforce, you may benefit from using Salesforce for lead routing. If this is you, we can help you migrate from Velocify to Salesforce. Get in touch with Mansa today!