Let’s begin with the most important question first. Why is lead management vital for banking and insurance companies? The lead qualification process before it reaches the hands of your sales team is quite long. Once the sales rep gets the lead in his hand, his face-to face interaction with the customer determines the conversion probability. But what if while the lead is travelling, there is some miscommunication or twisted information exchange that leads to potential customer loss?
Also, what if the lead does pass through the qualification chain but lands with the wrong sales guy or simply takes a much longer time for right action resulting in opportunity cost as your competitor lands up first?
Additionally, there are several other scenarios that might pop up when a lead is assigned to a sales agent.
- Not have the right experience or skill
- Is not available on the date/time requested by the client
- Is not aware of the lead history
- Has no idea of the client’s budget
- Resigns without any notice
A field CRM greatly helps to track the complete journey of the potential lead right from start to the end. Within the field CRM, lead management module helps banks and insurance companies to keep a close eye on every movement of the lead coming in. Designed specially to tackle the needs of the BFSI industry, Dista works like a close-knit field CRM built in with a powerful lead management solution.
Essential Features of a Lead Management Solution for BFSI Industry:
1) Integration With Existing Field CRM
Dista’s lead management solution is extremely flexible and customizable. It easily integrates with your existing field CRM, and with the help of APIs, it pushes important updates to your sales team on their mobile phones. It cuts down time taken to process things manually as well as restricts the chances of de-duplication of leads.
2) Intelligent Lead Assignment
- Geographic coverage of his sales rep
- His/her exact location
- Customer profile associated with a sales rep
- Leave status and availability
3) Offline Connectivity
4) Detailed Lead Profiling
5) Online Demo Content
6) Mobile-based e-KYC
7) Team Performance Scorecards
The final frontier is to evaluate the performance of all the players in the lead management cycle. This is where team scorecards can be used to plot the aggregated data and measure the performance of manager and field agents. Scorecards help you evaluate critical data like field hours logged by your field team to check if they were really doing their duties on the field or simply wasting away time. Also you can track the status of your monthly targets to see if those are being achieved or if not, what can be done to streamline the entire field run. Such kind of data availability about your team performance can greatly help to identify the gaps and enhance it further.
All this with push notification and useful filters can give your lead management the much needed agility to beef up their final productivity.
To understand how Dista can transform your lead management system, you can connect with our sales team for a demo on our BFSI offerings.