Scribd Logo
Upload

Welcome to Scribd!

  • 140 views

    Multichannel Environment

    Uploaded by

    Pranav Khalikar
    For a multichannel environment focused on lead generation, sales, and customer service, the document recommends nine key performance indicators: Cost Per Lead, Marketing Qualified Leads, Cost per Customer acquisition, Customer Retention, Marketing ROI, Sales Qualified Leads, Opportunity Ratio, Sales Revenue. These KPIs help measure the value of leads, conversion of leads to customers, marketing effectiveness, and sales performance. Potential problems identified include a weak sales force, inaccurate lead data, false leads, and lower than expected revenue generation.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd

    Multichannel Environment

    Uploaded by

    Pranav Khalikar
    140 views2 pages
    For a multichannel environment focused on lead generation, sales, and customer service, the document recommends nine key performance indicators: Cost Per Lead, Marketing Qualified Leads, Cost per Customer acquisition, Customer Retention, Marketing ROI, Sales Qualified Leads, Opportunity Ratio, Sales Revenue. These KPIs help measure the value of leads, conversion of leads to customers, marketing effectiveness, and sales performance. Potential problems identified include a weak sales force, inaccurate lead data, false leads, and lower than expected revenue generation.

    Copyright

    © © All Rights Reserved

    Available Formats

    DOCX, PDF, TXT or read online from Scribd

    Did you find this document useful?

    Is this content inappropriate?

    For a multichannel environment focused on lead generation, sales, and customer service, the document recommends nine key performance indicators: Cost Per Lead, Marketing Qualified Leads, Cost per Customer acquisition, Customer Retention, Marketing ROI, Sales Qualified Leads, Opportunity Ratio, Sales Revenue. These KPIs help measure the value of leads, conversion of leads to customers, marketing effectiveness, and sales performance. Potential problems identified include a weak sales force, inaccurate lead data, false leads, and lower than expected revenue generation.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    140 views2 pages

    Multichannel Environment

    Uploaded by

    Pranav Khalikar
    For a multichannel environment focused on lead generation, sales, and customer service, the document recommends nine key performance indicators: Cost Per Lead, Marketing Qualified Leads, Cost per Customer acquisition, Customer Retention, Marketing ROI, Sales Qualified Leads, Opportunity Ratio, Sales Revenue. These KPIs help measure the value of leads, conversion of leads to customers, marketing effectiveness, and sales performance. Potential problems identified include a weak sales force, inaccurate lead data, false leads, and lower than expected revenue generation.

    Copyright:

    © All Rights Reserved
    Download as DOCX, PDF, TXT or read online from Scribd
    Download as docx, pdf, or txt
    of 2

    Assignment 2

    Q. What performance indicators would you use in a multichannel environment where the
    contact centre is responsible for lead generation, sales and customer service, where
    the internet supports all phases of the customer buying cycle and the sales function is used
    purely to generate leads and ‘close the deal’ (and not for relationship building or after sales
    activities)? What problems do you see occurring?

    Ans. For any multichannel environment, generating lead for marketing is very tough because
    a lot of competition among business entities but there are 9 key performance indicators which
    can help to get those deals or complete the sales activities.

    Cost Per Lead:


    This KPI helps to measure the value of any lead for sales generation and hence will help to
    find out if this lead is really helpful for the business or not

    Marketing Qualified Leads (MQL)


    This is a well studies lead given to the sales department after research from marketing
    documents such as surveys and history of customer data.

    Cost per Customer acquisition


    This cost involves the finance needed to convert any lead into customer and the convincing
    charges used in marketing and sales for that particular customer.

    Customer Retention
    It is important KPI in long term. It helps to know what is the long-term value of any customer
    or lead so that it will help to think how much resources should be allocated for that lead.
    Therefore, you’ll want to focus on this key performance indicator to help sharpen your
    business’s reputation, customer service process and overall customer experience.

    Marketing ROI
    Like Cost per lead is a important KPI, marketing ROI is also one of the KPI to look for when
    considering a lead. It allows you to measure how much revenue is being generated by a
    specific marketing campaign, as compared to the costs of running the campaign. ROI may be
    considered the most important indicator to monitor and assess. To track this KPI, you take the
    number of leads your campaign is generating, divided by the opportunity value, or your
    average value-per-win divided by your average lead-to-win ratio.

    Sales Qualified Leads


    After market identification and analysis by sales team, we can see the potential of any new
    leads by its location or market size. And by knowing how much our sales team is putting
    effort in converting any lead into customer we can decide the further step.

    Opportunity Ratio
    This proportion gives you a simple to fathom an incentive to decide your pace of
    achievement in changing over qualified leads into brought deals to a close. With this data you
    can go to your business group: who in your group is extraordinary at making openings,
    however not as solid at bringing deals to a close? Who can bring a deal to a close to about
    anybody, however probably won't consider introductory reach one of their qualities? This is
    important information you can use to help train your business group in the particular zones
    they made need most, on both an individual and aggregate level.

    Sales Revenue
    This KPI allows you to read the progress of sales campaign by its revenue earned and then
    decide the plan for next term of campaign. With a few purposes of information, you can
    decide your business' development patterns and projections. It's significant on both a top-
    level view, as you are following your business' general achievement, just as on an individual
    premise, as you can apply it to your colleagues to create customized objectives. This is an
    extraordinary method to keep boosting your organization's development and, by expansion,
    its income.

    Problems in lead generation:


    Weak Sales Force
    Wrong Lead data
    False Lead
    Less revenue generation than actual

    You might also like