Lead handoff to sales is a part of the lead management process. Once the lead is successfully distributed, the lead proceeds to handoff. Contact the customer and find out more about the opportunity. Having estimated the customer's potential, you can hand the customer over to a particular sales manager, taking into consideration the manager qualification and profile. As a result, you can run the handoff or proceed to order for this customer. If the customer has a postponed interest, you can return the lead to the distribution and continue nurturing.
At this stage, a task of proceeding lead to handoff will be created in bpm’online marketing. The fields of the task page are filled in as follows:
•[Subject] – ”Contact the customer and specify the availability and actuality of the need, budget, as well as their role in decision-making”;
•[Owner] – an employee responsible for distribution. If the owner is not specified at the distribution stage, then the author of the task will be specified in the field;
•[Start] – time when the lead proceeds to handoff (in other words, selecting distribution result [Proceed to handoff]);
•The [Lead], [Contact] and the [Account] fields of the [Connected to] fields group are also filled out in the task.
The further process flow result.
Proceeding to order
If the customer is ready to make an order, specify the task result as “Proceed to order”. As a result, the lead proceeds to the “Awaiting sale” stage, and the “Sales-ready” need maturity will be set on the lead page.
If you are ready to start the handoff for the customer, select the “Proceed to handoff” task result. The system will ask you to enter additional notes for the handoff. After that, a page will open where you can enter information about proceeding the lead to handoff.
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Need type |
Customer need type. |
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Owner |
Opportunity division employee who is assigned as the owner for the lead. |
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Budget, base currency |
Expected opportunity budget in the base currency. |
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Date and time of the meeting |
Date and time of the appointed meeting with the customer. |
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Decision timeline |
Date and time when the customer is ready to make a decision about the opportunity. |
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Comment |
Additional notes about the handoff. Information specified in the [Result details] field of the lead proceed to handoff page will be displayed here. Once the page is saved, you can see the specified note in the lead feed. |
The data entered will be displayed in the [Lead proceed to handoff] field group on the [History] tab of the lead page. You can edit it later.
Once the page is saved, the note about the handoff will be added to the lead feed. The lead then proceeds to the “Awaiting sale” stage. On the lead page, the “Sales-ready” need maturity will be set.
Back to distribution
If the customer is not interested at the moment, but communication with the customer is still available and the possibility to close the opportunity exists, select the “Back to distribution” task completion result. In this case, the lead will return to the “Distribution” stage, and the “Discovered” need maturity is set on the lead page.
Task reschedule
If you need to postpone a task for some defined period, select the “Rescheduled” result. The lead will remain at the “Handoff to sales“ stage. When you begin working on the process again, a new task for proceeding lead to handoff will be created.
Not interested
If the customer need is not confirmed, select the “Not interested” task result. In this case, the “Not interested” need maturity will be set on the lead page. The lead will remain at the “Handoff to sales“ stage. Later on, after the customer's need is renewed, you can continue working by the process.