Top 8 Tips on Managing Your Salesforce Leads BETTER

Tip #1: Check & Merge Duplicate Leads

Duplicate Leads waste your team’s time and can even prevent information from reaching the right person. Click the “Find Duplicates” button when you are on a Lead to compare it to all other Leads containing similar information. Then, you can Merge all of the Lead information on to one record, ensuring important information is not lost and dupes are eliminated.

Tip #2: Create Lead Qualification Metrics

You want to ensure that your sales team only works with Leads who are likely to become customers and who are interested in what you do. You can create your Lead Process in Salesforce by adding custom picklist values to the Lead Status field, then Users can change the status as the Lead becomes qualified. Create reports on Lead Status to have an overall view into your Lead pipeline too!

Tip #3: Create Lead Qualification Requirements Using Validation Rules

Validation Rules are a great way to make sure Users don’t try to qualify Leads that are missing information. First, determine what information a Lead must have before its status can be updated. Then, create your rule to enforce that! For example, you can have a Validation Rule prevent a User from changing a Lead’s Status if the “Address” field is not has not yet been populated.

Tip #4: Manage Stale Leads With Email Alerts

Your team wastes valuable time sifting through stale Leads to try and find the ones they are actually working with. You can setup different automation options to help your team manage their stale Leads and either nurture them or eliminate them depending on your Lead strategy. First, determine your stale Lead criteria, such as when it has been 30 days since a Lead has been created and it is still in a certain stage in the Lead Process, like having a Lead Status of “New”. Then, you can set up email automation to inform the Lead owner or manager of this Lead so everyone is aware that this Lead needs attention!

Tip #5: Report on “Lead Source” to Track Where Leads Come From

Reporting on Lead Source will help you know where to target your marketing resources and see what is or isn’t working. You can run this report by creating a Lead report, adding Lead Source as a column, then Grouping the report by Source. You can even adjust report view to “My Team’s Leads” to see your relevant Leads.

Tip #6: Use Formula Fields for Lead Scoring

Basic Lead scoring can help your team understand which Leads to focus more on and increase your overall sales! If you don’t use Pardot with Salesforce, you can use native formula fields to create your own Lead scoring technique.

Tip #7: Map All Lead Fields to Ensure Data is Saved

When you convert a Lead, you will want to ensure that none of your Lead data is lost along the way. This Lead mapping is already setup for standard fields but to ensure data from custom fields is not lost, you must map your custom fields to new fields on Opportunities, Accounts, or Contacts, as needed. You also must ensure that the mapped fields are of the same type.

Tip #8: Make “Lead Source” a Required Field

Making Lead Source a required field will allow you to keep track of where all of your Leads come from, a vital figure to your marketing team. You will see what campaigns or marketing programs are working and where you need to make changes. Making Lead Source a required field is easy too; you can do so from the Page Layout on Leads.

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SalesforceKristina Alexandra