Conception and implementation of efficient lead management

Due to a non-transparent lead processing, a large German insurance company fell far short of its possibilities: The leads generated with a lot of effort by the marketing team were processed on different channels and by changing sales units. In the process, measuring and evaluating the units was not possible and prevented any optimization measures.

Within 6 months, Onivation designed and developed a highly efficient lead management based on Salesforce. All existing lead sources were connected, individual campaigns and routings were designed and a transparent reporting was created. The latter consists of all steps from status “new” to closing. In order to be able to measure the performance of sales units in the future, a tracking system for wait and response times was also created.

The new solution led to a massive increase in efficiency immediately after its introduction: Within a very short time, all sales units that were not processing leads in the specified time could be identified. These were reminded and excluded from the automated lead distribution system in the event of repetition. As a result, customers were only assigned sales employees who could provide efficient and customer-friendly support.