Question

• What do the priority rankings mean for contacts?
• How are priority views automated?
• How to view Priority contacts?
• How to view High Value targets

Overview

CRM™  provides restoration industry salespeople with a series of priority views intended to help them focus on the right contacts to perform a proactive sales touch at the right time. They are mostly automated based on automatic contact classifications. The classifications include the A's: A1, A2, A3, the B's: B1, B2, B3, and the C's: C1, C2, C3. 

You can leverage these views to manage your priority contacts or utilize custom reports or custom views for customized data.

Priority Views

CRM includes priority views intended to help focus in on the right contacts to perform a proactive sales touch with at the right time. These priorities are standardized across the CRM databases, though some markets may rearrange them based on local strategy.

These views are located under the Contacts module, under the Views dropdown list.

• Priority 1 (Action Items) view: This view tracks high-priority contacts, typically assigned by the Sales Leader. The contact's owners are responsible for engaging these contacts before the next team meeting to address the specific reasons for their escalation. To ensure focused execution, this consensus-based list is limited to five new items per week, with progress updates expected during the weekly sync. Only then should they be removed from the action list.
• Priority 2 (A's) view: A’s are the second priority because they represent relationships that are currently (in the last 90 days) referring you business. 
• Priority 3 (High Value Targets) view: HVTs are identified by individual salespeople based on the knowledge and information they have gathered during their market research. Each of these elite prospects, regardless of their current classification or status as a referring partner, has been identified as a person able to refer significantly more than the rest of the market. These represent the third highest priority because contacts with the capacity to significantly impact a salesperson’s numbers should never be lower than the third most important part of strategic plan. Opening, growing and maintaining these relationships should always be treated as a significant priority because their impact (current or future potential) is so much larger than everyone else’s.
• Priority 4 (C1's) view: C1’s are the fourth priority because they represent opportunities to find new business relationships, and those opportunities are of a time sensitive nature. CRM reviews all job records for industry professionals (Agents, Adjusters, Property Managers, etc) who are associated to jobs your company is currently working on, but who have never referred business directly to you. It classifies these relationships as C1. The nature of a C1 opportunity is that it opens the door for your salesperson to get in front of a contact they might otherwise not be able to get in front of. It turns a cold call into a “warm” call by providing you with the chance to engage the target while there is something of mutual interest for you to discuss (the job.) This is why the opportunity is time sensitive. When the job is over, the “warm” turns back to cold.
• Priority 5 (B's) view: B’s represent a tremendous opportunity for a salesperson. They are relationships that have previously provided business referrals but have not (for whatever reason) done so in the last 90 days. They are the fifth priority because there is history that can be leveraged in an effort to rekindle the relationship – an advantage that cold calling doesn’t provide. Salespeople should consider reviewing their B’s and identifying their best opportunities to return some to A status in the coming 45 days. These contacts are divided into two groups. The first have referred somewhat recently (in the last 6 months) and should be engaged to determine what has disrupted or reduced that level of engagement recently. The second have referred but not in over six months. They should be engaged to determine why they stopped doing business with you, and where appropriate removed from a salesperson’s target list in order to free up time to reinvest in higher ROI priorities.
• Priority 6 (C2's & C3's) view: C2’s & C3’s represent the pursuit of completely new business. Some of these contacts have past indirect exposure to your business and some have no history with your organization. In general they represent the lowest ROI value amongst contacts salespeople own. These contacts are often best pursued through a routing approach and specific views can be built to help understand how many of these opportunities are being
  prospected in given areas.  

Questions? Contact Us

This article is meant to serve as a reference only and is not a substitute for training. If you are interested, feel free to check out our weekly Q&A sessions hosted by our CRM experts.