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[M207]Management And Best Practices
by Kausik Dutta, Kau
Lead management refers to the process by which a lead is created, qualified, analyzed, and distributed to sales and marketing divisions. Lead management is one if the most critical aspects in the success of sales; as such, best practices have been established for handling and converting leads into satisfied customers.

The first step a business takes in managing a lead is to identify the prime leads and route them automatically to the appropriate entity; this might range from a direct sales representative to a channel partner. This is one of the most important aspects of lead management and time is of the essence: a lead should be thoroughly qualified by the time a sales representative is assigned to them; if a cold or unqualified lead is passed through the pipeline, valuable time and resources are wasted. Thus the quality of the lead and where it's directed upon qualification are important factors. If it gets passed around a bunch or given to the wrong person, a qualified lead can cool; thus, making an effective, efficient, targeted trip down the pipeline is imperative to the success of the entire lead management operation.

The next stage of operations is wooing and nurturing the qualified leads, guiding them through the pipeline and turning them into paying customers. This practice is even easier now with advanced technology like Sales Force Automation and CRM, allowing leads to be passed quickly down the line without getting cold or lost. Ideally, every step of this process, from nurturing and guiding the lead, to readying them for purchase and tracking their preferences, should be logged in the company's CRM system. This allows any available representative to track a customer's history and status, and continue fostering them accordingly.

This technology can also aid in the third step: tracking the leads to closing and analyzing the ROI, or return on investment, of a company's online and offline marketing campaigns. Tracking leads can help a company pinpoint its strengths and weaknesses, as well as the overall preferences of the customers. This allows for increased growth and improvement within the company itself and its CRM system. Such improvements might include bettering a lagging product, targeting weaknesses in a pipeline, creating stronger marketing divisions, training better representatives, and much more.

After the leads have been tracked to closing, a business or corporation should focus on integrating outside channels, including strategic partners like value added resellers. They should also provide for offline customer management and services, such as call centers. These two steps together serve to cement the quality of customer service and increase the amount of incoming qualified leads.

Remember: with lead management, measuring and evaluating existing systems and programs is integral; reporting, post-campaign analysis, detailed strategies, informed representatives and teams of agents, lead qualification, tracking customer interests, readying them for service�"all these aspects of lead management play a crucial role in determining a company's conversion ratio, the number of incoming new customers, the volume of new sales, and the satisfaction of happy customers.


Over the past few years the number of people joining the ranks of the contingent workforce - contractors, temporary personnel, short-term engagement professionals and project-based workers, has increased dramatically. In fact, the Advisory Council of the U.S. Department of Labor (DOL) estimates that contingent workers make up over 30% of the workforce. Since 1990 the number of workers employed as temporary employees alone has tripled from 1 million to 3 million, and is expected to quadruple in size to 12 million over the next 10 years.

As organizations increasingly rely on contingent workers, many are finding it a challenge to manage this critical component of the workforce. Some specific challenges faced by companies include: confusion in responsibilities between procurement, which is concerned with price and volume; and HR, which focuses on quality of hire. Moreover, in many organizations, individual hiring managers manage their own contingent workforce needs, resulting in multiple, redundant vendor relationships, non-uniform pricing and tremendous overall losses in time and money.

There are several steps that companies can take to make the best use of contingent employees to ensure mutual satisfaction. First, the morale of the contingent employee is greatly improved if they have access to the same services as regular employees. Things as simple as being permitted to park in the same lot, get purchase discounts, and eat in the company cafeteria can help make the experience for the contingent employee more pleasant. Additionally, companies can go a step further and open up corporate training to contingent workers, allowing them to increase their skill-set and enriching their experience.

Providing contingent employees with performance reviews after the project is completed is another way to improve relationships with non-core staff. Not only does the employee get much needed feedback to improve, but the company also prepares the employee for success in subsequent projects.

While managing the contingent workforce can be challenging, it does pose some obvious benefits. If a company chooses to outsource payroll and HR for their contingent workforce through a third party employer of record, they benefit from standardization of procedures and administration. Because of the economies of scale reached by outsourcers, companies experience cost savings and high service levels. Additionally, because HR administration is handled by this third-party team of experts, contingent workers can begin working on projects immediately without getting delayed by reams of paperwork. Furthermore, many HR outsourcers offer thorough background screening checks and security clearances that are required by larger companies.

Companies also benefit by centralizing their HR administration and eliminating redundant relationships and non-uniform pricing amongst contract workers. For example, many larger companies have decentralized hiring managers that bring on contingent workers for specific projects, without knowing whether that employee has worked in other departments or if the job was completed to the supervisor's satisfaction. Outsourcing contingent employees through a third party employer of record allows companies to have a centralized database where they can see which contract employees have worked for the company in the past and how well they performed. Additionally, many states have laws limiting 1099 contract workers to work no more than 1000 hours per year or risk penalties for misclassification. By having employees centralized through an employer of record, this risk is mitigated.

Once companies understand how to manage contingent workers and provide them the same respect as their core staff of regular employees, it becomes apparent that the benefits of outsourcing far outweigh the risks.

Article Source : e marketing mix

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Both Kausik Dutta & Elizabeth Rice, Sphr are contributors for EditorialToday. The above articles have been edited for relevancy and timeliness. All write-ups, reviews, tips and guides published by EditorialToday.com and its partners or affiliates are for informational purposes only. They should not be used for any legal or any other type of advice. We do not endorse any author, contributor, writer or article posted by our team.

Kausik Dutta has sinced written about articles on various topics from Satellite, Home Improvement and Alcohol Treatment. Salesforce.com is the world's first on-demand application service and a giant in the field of CRM. With over 24,000 customers, over 500,000 subscribers, and a 97% customer satisfaction rate, Salesforce.com continues to lead their field. To find out more a. Kausik Dutta's top article generates over 60500 views. to your Favourites.

Elizabeth Rice, Sphr has sinced written about articles on various topics from Employment Law, Kitchen Home Improvement and Marketing. Ms. Elizabeth Rice, SPHR, is the President of , a San Diego-based company specializing in payroll and HR administrative serv. Elizabeth Rice, Sphr's top article generates over 3600 views. to your Favourites.
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