MORE QUESTIONS THAN ANSWERS
Icon1 is Seven View’s lead marketing partner responsible for all their digital, print and event marketing needs. We work with Seven View hand-in-hand to drive and improve traffic to their digital platforms and increase their sales.
Throughout the time that we’ve been working together we began to notice discrepancies between the leads that were being generated and sales performance and amount of leads closed.
The feedback that we were receiving was that the sales team were not getting leads through the different digital and print platforms and with the data we had available we knew that not to be true. Another internal gripe was that some people felt they weren’t receiving the same amount of leads as other sales people.
It was in sitting down with the GM of Seven View and having conversations regarding this matter, that our conversations inspired the idea to create and develop a Lead Management System tailored specifically to the requirements of Seven View. In consolidating all lead captures and sales cycle data, managing that information and having clear high-level oversight with what exactly was happening end-to-end it would mitigate the entire process.
CAPTURE. TRACK. REPORT.
Icon1 worked closely with the GM, call centre manager and sales team to thoroughly understand, scope out and capture the issues they were experiencing. It was crucial to understand all aspects of the potential pitfalls each department was experiencing to create a consolidated system that would address everyone’s needs. Icon1 also attended seminars developed by Google that provided education and training on the sales life cycle and how to maximize it.
Once all the data was captured, the Lead Management System was developed, with some tweaks along the way. A pilot was conducted with the GM and call centre manger to verse them in the system and one comfortable the system was rolled out to the sales team. Training was provided and the importance of the system was reiterated on a consistent basis to ensure everyone was using the system to its true potential.
The Lead Management System captured critical data and displayed it in easy-to-read and understand charts, graphs and graphics. The system dispersed leads in a rotating cycle, ensuring that all sales people were receiving the same amount of leads. With real-time reporting capabilities and tracking Seven View was able to quickly understand the full picture.
LEADING THE WAY
With the implementation of the Lead Management System, Seven View management and sales team were able to track and understand what was happening with their leads. The data and analytics generated by the system were used to improve efficiencies, increase performance, improve sales and close more leads.
The Lead Management System streamlined workflows and processes that were previously being done manually and in fragmented methods. The Lead Management System consolidated all data within one portal that was easy to access and gave the sales team direct real-time access to their performance, stats and lead closings.
The Lead Management System also integrated Seven View’s loner car programme to streamline the booking, lending and car information of cars lent.
Seven View has happily been using the Lead Management System created by icon1 for over 3 years and have found it to be an invaluable asset.
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