Lead sectors
The lead sector management is used to divide a group of sales targets into several sub-groups based on criteria that can be freely set up.
Lead sectors can then be assigned to a sales representative. The sales representative is then in charge of a lead list that meets the predefined parameters. The assignment is to be performed from annex function "Lead assignment".
Prerequisite
Refer to documentation Implementation
Screen management
Header
For each lead sector, it is necessary to enter a code and to give a description. A sales representative code must be entered in order to be used upon launching the Lead mass assignment process.
The left list of the lead sector management object is used to view the sectors that make up the lead segment.
| Lead sector (field SPTNUM) |
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Lead sector alphanumerical code to be manually entered. |
| Sequence (field SPTORD) |
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Lead sector order number. |
| Active (field SPTENA) |
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This flag must be activated for the lead sector to be selected upon launching the lead assignment mass process. |
| Description (field SECPSTAXX) |
| Selection (field SPTCRI) |
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Used to choose the selection type to be entered:
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| Sales rep (field SPTREP) |
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Code of the sales representative who will be in charge of the leads once the lead assignment mass process is launched. |
Tab Criteria
The Criteria tab is used to enter the lead assignment criteria.
This selection can be performed from a simple criteria definition grid or from a more complex calculation formula. It is also possible to combine both a criteria definition grid and a formula so as to obtain a very restrictive lead segment.
A criteria selection grid is made of:
- A criteria combination operator. It can be selected among the following list : And, Or, And not, Or not
- An access to tables LEADS (leads) and CONTACTCRM (contacts).
- A field name coming from one of the two tables specified above.
- A condition dependant on the selected field. If the selected field is of type text, the possible conditions are: Equal, Different, Starts with, Contains, Ends with. If the selected field is of type numerical or date, the possible conditions are: Equal, Different, Superior to, Superior or equal to, Inferior to, Inferior or equal to.
- A value for the field defined as a criterion.
The criteria selection grid can contain up to 25 combined lines.
As for the mathematical formula, it is used to widen the selection criteria by opening additional tables (other than LEADS and CONTACTCRM).
| Operand (field SPSOPD) |
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Choice of the link operator between assignment criteria. |
| ( (field PARDEB) |
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Start bracket. |
| Table (field SPSTAB) |
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Code of the table from which the lead assignment criteria will be defined. It can either be LEADS or CONTACTCRM. |
| Fields (field SPSFIE) |
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Field choice depending on the previously selected table (LEADS or CONTACTCRM). |
| Index (field SPSINDNUM) |
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Only concerns the indexed fields. |
| Condition (field SPSCND) |
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The condition can be of several types, depending on the field type:
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| Value (field VALECR) |
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Once the table and the field have been defined as lead assignment criteria, an application value must be given to the field that is concerned by the process. |
| ) (field PARFIN) |
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End bracket. |
Formula
| Link operand (field SPTFOROPD) |
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Choice of the link operator between assignment criteria. |
| Formula (field SPTFOR) |
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Mathematical formula to be defined to specify more restrictive lead assignment criteria. |
Block number 3
| Overview (field SPTSYN) |
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Numerical synthesis summarizing the lead assignment criteria. |