Maximizing Lead Management Configuration

Let's check how to set up leads.

Explore what to configure for your leads and where to find the lead configuration settings.​

Alan, as an administrator, configures and customizes the usage based on Best Run Bikes' requirements.

Configure the following features:

• Status
• Sources
• Qualifications
• Reason for Status
• Party Schema
• Lead routing to Employee
• General Settings

Let's look at the first lead configuration setting, lead status, and how to configure it.

Alan configures the following options when keeping status for leads:

1. Create a new status code besides the standard values delivered by default in SAP Sales Cloud Version 2. Custom status codes need a code higher than 10.
2. Change the description of the existing values.
3. Set the initial status.
4. Activate or deactivate specific values.
5. Delete only custom values.

Diverse lead sources offer a more comprehensive view of the market and customer behaviors. Sales managers gather insights from various sources to deepen their understanding of customer preferences, pain points, and trends.

Having diverse sources of leads equips sales managers to create a well-rounded, adaptable lead-generation strategy. It reduces risks, expands market reach, encourages growth, and enables the sales team to make data-driven decisions to succeed in a dynamic business environment.

Alan configures the following options when keeping sources for leads:

1. Create new entries to define new source types and the default values delivered by the SAP Sales Cloud Version 2. Custom source codes need a code higher than 10.
2. Change the description of existing values.
3. Activate or deactivate specific sources.
4. Delete only custom values.

Best Run Bikes bought Cyclo Clothing, taking over its ownership and operations, including its operations in the clothing industry. The company wants to improve its customer engagement with both existing customers and potential new prospects. This strategy focuses on offering improved services, products, and experiences to customers and attracting new ones.​

​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 in the SAP Sales Cloud Version 2. This source will specifically track the leads generated from the acquisition of Cyclo Clothing. The purpose is to differentiate these leads from other sources and gain a clearer understanding of their origin.​

The following demonstration shows how Alan, an administrator, creates a new lead source.​

Lead qualification plays an important 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 focus resources on leads that are highly likely to convert into paying customers.

Lead qualification helps sales teams give their time and resources effectively. Not all leads are equal. Some are more promising than others. By qualifying leads, sales teams concentrate their efforts on high-potential leads, maximize their productivity, and increase the likelihood of successful conversions.

Alan configures the following options when keeping qualifications for leads:

1. Create new entries to define new types of qualifications and the standard values delivered by SAP Sales Cloud Version 2. Custom qualification codes need a code higher than 10.
2. Change the description of existing qualification values.
3. Activate or deactivate specific values.
4. Delete only custom values.

As an administrator, keep a list of reasons specifying why a particular status is set to a lead.

Alan configures the following options when keeping reasons for status:

1. Create a new reason and the standard values delivered by SAP Sales Cloud Version 2. Custom reasons need a code higher than 20.
2. Change the description of the existing values.
3. Set the status that this reason corresponds to.
4. Activate or deactivate specific values.
5. Delete only custom values.

The party schema configuration determines the structure and organization of parties involved in the deal process. Parties include customers, prospects, contacts, or other entities related to the lead. It defines the relationships between parties, their roles, and the information captured for each party. This configuration improves the ability to manage and track the parties involved in the lead process.

Alan configures the following options when keeping the party schema for leads:

1. Create a new Party Role assignment.
2. Activate or deactivate specific values.
3. Select the necessary party role.
4. Review the steps for each party's determination.
5. Activate or deactivate steps based on the requirements.

By routing leads to specific sales employees, match them with sales representatives who understand their needs and offer customized interactions. This tailored approach improves the customer experience and increases the chances of a successful conversion.

Different sales employees have expertise in specific industries, products, or services. Routing leads based on their characteristics guarantees a knowledgeable salesperson handles each lead, increasing the likelihood of effectively addressing their questions and concerns.

As the business grows and generates more leads, automated lead routing guarantees effective management and distribution of leads, even during high-volume periods.

Alan configures the following options when keeping lead routing to employees:

1. When Alan creates routing rules for the first time, he uses the Adapt Columns to set up the rules table. Alan has up to 20 columns in the table, including the last three results: Columns, Name, Source, Qualification, and Postal Code.
2. Once Alan sets up the rules table, he defines the rules based on his company's business requirements. Also, Alan creates a rule to assign leads with the source set to Roadshow to a specific sales employee. Another example is creating a rule that assigns leads created on Accounts located in a specific postal code to a specific sales employee.
3. Once Alan defines the routing rules, the system assigns leads automatically to owners or sales employees upon the lead creation. Then, import rules using Excel.