Orphan Management

2013.06.27

Orphans

Data Source

LeadsGeneration

AgentsLeadsAllocation

CampaignResults

Typical Work Flow

Rand

om

Geo

. Filt

er

(often paper via manager)

?

Limitations of Typical Work Flow

Difficult to get feedback and measure results

Hard to determine skills of salesperson

Customers not handled in time or correctly are burnt

Leads wasted and clients let down if not contacted

No consequence to salesperson if they don’t take action

Orphans

PropensityModeling

Data Source

LeadsGeneration

AgentsLeadsAllocation

Contact &Response

CampaignResults

Suggested Work FlowSu

gges

ted

Vario

us F

ilter

s

(Email direct)

Profile sales team according to existing sales data

Match leads to sales people

Load up a pile of orphans. If they are maturities – at least 4 months before they mature.

Orphans

PropensityModeling

Data Source

LeadsGeneration

AgentsLeadsAllocation

Contact &Response

CampaignResults

Suggested Work FlowHow this works practically

Vario

us F

ilter

s

(Email direct)

(4000)

Send out one or two leads to each salesperson.

(2000)

Feedback will start to come in.

(1999)(1998)

Reward good feedback with new leads.

Orphans

PropensityModeling

Data Source

LeadsGeneration

AgentsLeadsAllocation

Feedback

CampaignResults

Comparison of Work FlowsTy

pica

lSu

gges

ted

Rand

om

Geo

. Filt

erVa

rious

Filt

ers

(Paper via manager)

(Email direct)

?

Benefits of Value-Ad Process

Convert more leads (and increase revenue)

Waste fewer opportunities

Reward and therefore experience more good salesperson behavior

Great reporting

Low cost and easy administration

Value-Ad – For more Information

www.value-ad.com kevin@value-ad.com Twitter - @kev_daly http://www.slideshare.net/KevinDaly2 http://www.youtube.com/user/kevindaly007 http://www.linkedin.com/in/khdaly +61 417 449619