Objective
In this lesson, you'll learn about how to set up leads.
First, let's talk about what you can configure for your leads and where to find the lead configuration settings.
Alan, as an administrator can configure and customize its usage based on Best Run Bikes requirements.
The following features can be configured:
Now, let's look at the first lead configuration setting, lead status and learn about how to configure it.
Alan can configure the following options when maintaining status for leads:
Diverse lead sources provide a more comprehensive view of the market and customer behaviors. Sales managers can gather insights from various sources to better understand customer preferences, pain points, and trends.
Having different sources for leads empowers sales managers to create a well-rounded and adaptable lead generation strategy. It reduces risks, broadens market reach, fosters growth, and enables the sales team to make data-driven decisions to stay competitive and successful in a dynamic business environment.
Alan can configure the following options when maintaining sources for leads:
Introducing the Business Use Case
Best Run Bikes has acquired Cyclo Clothing and they have taken over the ownership and operations of Cyclo Clothing, a company that likely deals in the clothing industry.
Best Run Bikes wants to enhance their customer engagements with both existing customers and potential new prospects. This indicates a focus on providing better services, products, and experiences to customers and attracting new customers.
SAP Sales Cloud Version 2 allows businesses to manage customer interactions, sales, marketing, and service-related activities in one place.
The administrator responsible for managing the system needs to set up a new source within SAP Sales Cloud Version 2. This source will specifically track the leads that are generated as a result of the acquisition of Cyclo Clothing. The purpose is to differentiate these leads from other sources and understand their origin better.
Watch this simulation and learn how Alan, an administrator creates a new source for leads.
Lead qualification plays a critical role in the lead management process. It involves evaluating and categorizing leads based on their fit, interest, and readiness to move forward in the sales funnel. The goal of lead qualification is to prioritize and focus resources on leads that are most likely to convert into paying customers.
Lead qualification helps sales teams allocate their time and resources effectively. Not all leads are equal; some are more promising than others. By qualifying leads, sales teams can concentrate their efforts on high-potential leads, optimizing their productivity and increasing the likelihood of successful conversions.
Alan can configure the following options when maintaining qualifications for leads:
As an administrator, you can maintain a list of reasons that specify why a particular status has been set to a lead.
Alan can configure the following options when maintaining reasons for status:
The party schema configuration determines the structure and organization of parties involved in the deal process. Parties can include customers, prospects, contacts, or other entities related to the lead. The party schema allows for defining the relationships between parties, their roles, and the information to be captured for each party. This configuration enhances the ability to manage and track the parties involved in the lead process.
Alan can configure the following options when maintaining party schema for leads:
Note
By routing leads to specific sales employees, you can match leads with the sales representatives who are best equipped to understand their needs and provide personalized interactions. This tailored approach enhances the customer experience and increases the chances of a successful conversion.
Different sales employees may have expertise in specific industries, products, or services. Routing leads based on their characteristics ensure that the most knowledgeable salesperson handles each lead, increasing the likelihood of addressing the lead's questions and concerns effectively.
As the business grows and generates more leads, automated lead routing ensures that leads are distributed and managed effectively, even during high-volume periods.
Alan can configure the following options when maintaining leads routing to employees:
Introducing the Business Use Case
Victoria, a sales representative for Best Run Bikes is responsible for new deals related to the Cyclo Clothing business.
SAP Sales Cloud Version 2 allows businesses to automatically route leads to a dedicated responsible employee, which in this case would be Victoria.
So now the administrator needs to set up a new rule within SAP Sales Cloud Version 2. This rule will specifically assign leads that are generated as a result of the acquisition of Cyclo Clothing and therefore with source "Cyclo Clothing", to Victoria. The purpose is to direct these leads from the Cyclo Clothing source to one single responsible employee, to improve the focus and the outcomes of this new business.
Watch this simulation to learn about how to create a new routing rule for leads.
As an administrator, you can configure one general setting for all leads.
Alan can configure the number of days that leads are expected to be closed.
Mobile screen configuration focuses on adapting the lead functionality for mobile devices. By customizing the mobile screens, businesses can optimize the lead management experience for sales representatives who primarily work on mobile devices. This ensures a seamless and user-friendly experience when creating, updating, or reviewing leads on the go.
For further details on the Mobile Settings, refer to the unit about Configuring Mobile Application, also in this course .