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My lead scoring model was a total mess for almost a year

I kept trying to tweak it myself, but the data was garbage because our sales team never updated the CRM. Finally hired a consultant in Austin and it took them 6 weeks to clean it all up and rebuild it from scratch. What's the best way you've gotten sales to actually use the fields we need?

2 comments

2 Comments

the_ben13d agoMost Upvoted

Money talks, right? Tying it to pay is the only thing that really works long term. We tried making it easier with dropdowns too, but they just picked the first option. What finally stuck was having sales managers check the data quality in their weekly team meetings. It became a pride thing, not just a rule.

milacarr13d ago

Yeah, that's the real battle. We had to tie it to their commission reports. Like, the "lead source" field had to be filled before a deal could move to "closed won" and trigger payout. It was annoying at first, but they got the message fast when their money was on the line. We also made the key fields drop-down menus instead of open text, so they couldn't just type "internet" for everything.