Your sales team gets a list of 1000 leads. How can they quickly separate the wheat from the chaff and identify the best leads to work with? By using Vtiger’s new profile scores, of course! Vtiger now scores contacts and organizations’ attractiveness to a business based on the characteristics in their CRM records. It then places a star or numerical rating next to each contact and organization so that sales teams know how to prioritize engaging with them.
Profile scoring can be done on two key CRM records – contacts and organizations.
If you sell to consumers your scoring criteria will likely only include contact scoring. Scoring here works as follows – let’s say, for example, that you are a business selling high end designer wear and and most of your sales come from female adult living in the vicinity of your store. Now that you know your ideal customer, configure profile scores for contacts by setting highest score for fields: Gender = Female, Age = 20 – 30, City = Greenville; and assign subsequent lower scores to other possible values.
If you sell to businesses, you might also set up organization scores. That way, if your products and services are best suited to an organization in the manufacturing industry with 100-500 employees, you can assign a high score for these values and fields, and lower scores to other possible values. These in turn reflect in the overall score given to an organization.
Once your scoring is set up, Vtiger automatically rates all contacts and organizations on a 5-star system. Those that are more similar to the ideal profile will get closer to a 5-star rating, than those that aren’t. This helps salespeople identify which leads to engage at a glance.
The whole purpose of profile scoring is to enable your sales team to focus on your most valuable leads. Let’s illustrate this point with an example. Say you receive a hundred leads every day through web form submissions on your website. The web form asks for information like the lead’s role, industry, company size, and the number of employees in the company. Vtiger creates a contact in the CRM for every web form submission, importing all of the relevant information. With profile scoring set up, each contact created is automatically scored and assigned a star rating. When your sales associate sees his list of assigned contacts, their star ratings help prioritize which contacts to follow up on. Those ratings can evolve based on new information – like if the associate contacted two leads with the same 3-star rating, and after the contact marks one lead’s status as “Hot” and another as “Cold”. Vtiger instantly adjusts their star rating to reflect the new information with the“Hot” lead getting a higher rating than the “Cold” lead. This ensures that your sales associates are always focused on high-value contacts.
Want to learn how to set your ideal customer profile score? Read our Profile Score documentation. For more information or assistance feel free to drop a comment or call us at [email protected]
