1. How to Effectively Manage Sales Leads and Improve Conversion Rates

1.1 Business Context

Every business has its own customer acquisition channels and methods, along with corresponding follow-up and conversion processes.

For example, a company selling printers may obtain phone numbers through marketing campaigns, referrals, or flyer distribution. Marketing teams transfer these contacts to sales representatives who conduct phone calls or site visits. If customers show interest, profiles are created for further follow-up.

This common business process presents pain points from both operational and role-based perspectives.

1.2 Process Analysis

• Lead Generation: Which marketing campaigns or channels generate the most qualified leads? How should marketing budgets be optimized?

• Lead Assignment: Who should handle specific leads? How to efficiently distribute large volumes of leads?

• Lead Follow-up: How to track progress in real-time and identify issues? How to properly document customer concerns for cross-departmental collaboration?

• Lead Conversion: How to smoothly convert qualified leads while preserving business intelligence for future reference?

1.3 Role-Based Analysis

Marketing Managers:
- Measuring ROI of marketing campaigns
- Identifying high-performing campaign types

Sales Managers:
- Matching leads to reps’ expertise
- Monitoring rep performance and bottlenecks
- Ensuring continuity when reps leave

Sales Representatives:
- Accessing quality leads
- Documenting customer interactions
- Getting timely support
- Receiving reminders for pending leads

1.4 Solution & Implementation

1.4.1 Lead Generation

Collect leads through:
1. Marketing campaigns:
- Create Campaign records
- Import/enter collected leads
- Entry: Campaign detail page > Leads section
2. Other channels:
- Direct lead creation
- Entry: Leads list page

1.4.2 Lead Assignment

Methods:
- Default Assignment: Configure default owners for lead pools
- Entry: CRM Settings > Lead Pool Management
- Admin Assignment: Bulk assign from lead pools
- Entry: Lead Pool > Bulk Select > Assign
- Self-Service: Reps claim leads from pools
- Entry: Lead Pool > Bulk Select > Claim

1.4.3 Lead Follow-up

• Document call/visit details in activity records

• Real-time visibility for managers

• Entry: Lead detail page > Follow-up section

1.4.4 Lead Conversion

Convert qualified leads to:
- Accounts
- Opportunities
- Entry: Lead detail page > Convert

1.4.5 Admin Configuration

1. Customize lead fields (e.g., “Interest Level”, “Company Size”)

   • Entry: CRM Settings > Object Management > Leads

2. Create specialized lead pools (e.g., “Financial Services Pool”)

   • Entry: CRM Settings > Lead Pool Management

1.4.6 Reporting

Sample reports:
1. Campaign Performance:
- Leads/Customers/Opportunities generated
- Total opportunity amount

1. Sales Pipeline:

   • Leads by stage

   • Conversion rates

2. Rep Performance:

   • Lead status distribution

   • Conversion ratios

Custom reports can be configured based on specific business needs.

2. How to Drive Opportunity Wins Through Sales Processes

2.1 Business Context

After identifying opportunities, sales teams need structured processes to evaluate and advance deals.

2.1.1 Sales Process Design

• Institutionalize proven sales methodologies

• Shift from outcome-based to process-based management

2.1.2 Opportunity Management

Key activities:
- Team formation
- Feasibility assessment
- ROI analysis
- Pipeline progression

2.1.3 Opportunity Analysis

Key metrics:
- Stage conversion rates
- Win rates
- Stage duration
- Sales funnel health

2.2 Role-Based Analysis

Sales Reps:
- Process guidance
- Team collaboration

Sales Managers:
- Pipeline visibility
- Loss analysis

Executives:
- Target setting
- Process optimization

2.3 Solution & Implementation

2.3.1 Process Configuration

Create stage-based workflows:
- Define milestones (e.g., “Client Validation”, “Contract Negotiation”)
- Set stage success probabilities
- Configure approval requirements
- Assign to departments

2.3.2 Opportunity Advancement

• System-guided stage progression

• Mandatory field validation

• Manager approvals

• Entry: Opportunity Sales Process

2.3.3 Pipeline Analysis

Sales Forecasting:
Weighted pipeline value calculation

Bottleneck Identification:
- Stage accumulation points
- Drop-off rates

Team Assessment:
Funnel shape analysis indicates organizational sales capability

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3. How to Enhance Customer Value Through Effective Visits

3.1 Business Context

Client retention and expansion require systematic relationship management through visits.

3.2 Visit Framework

Scenarios:
- Relationship building
- Data collection
- Campaign execution
- Compliance checks

Cycle:
1. Planning
- Route optimization
- Pre-set data collection

1. Execution

   • Check-in/out

   • Activity logging

2. Evaluation

   • Coverage analysis

   • Performance metrics

3. Optimization

   • Route adjustments

   • Visit frequency tuning

3.3 Role-Based Needs

Executives: Strategy execution monitoring
Department Heads: Process effectiveness
Field Managers: Team productivity
Reps: Efficient client management

3.4 Solution & Implementation

3.4.1 Planning

• Configure check-in rules

• Design data collection templates

• Create visit routes

3.4.2 Execution

• Scheduled visit tracking

• Real-time activity posting

• Ad-hoc visit logging

3.4.3 Analysis

• Visit completion rates

• Geographic heatmaps

• Data export for BI

3.4.4 Optimization

• Tiered visit frequencies

• Template refinements

• Resource reallocation

4. How to Streamline Order Management for Faster Collections

4.1 Business Context

End-to-end order-to-cash process management.

4.2 Process Analysis

Order Creation:
- Discount management
- Recurring order templates

Approval:
- Multi-department workflows

Fulfillment:
- Shipment tracking
- Delivery confirmation

Collections:
- Payment application
- Aging monitoring

4.3 Role-Based Needs

Sales Managers:
- Collection forecasting
- Team performance

Sales Reps:
- Order status visibility
- Personal quotas

Finance:
- Payment reconciliation
- AR management

4.4 Solution & Implementation

4.4.1 Order Creation

• Manual entry with flexible pricing

• Self-service portal (WeChat integration)

4.4.2 Approval Workflows

• Configurable multi-level approvals

• Automated notifications

4.4.3 Fulfillment

• Dedicated shipping role

• Delivery confirmation

4.4.4 Collections

• Payment recording

• Finance verification

4.4.5 Invoicing

• Automatic balance calculation

• Delivery tracking

4.4.6 Reporting

Sample Reports:
- Order-to-cash status

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• Rep performance

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• Client transaction history

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