Handoff to Sales
Once the marketing team has qualified a contact, they can assign it to sales for follow up utilizing the Handoff to Sales functionality.
Setup/Configuration:
Define the sales owner of the Handoff to Sales queue on the Configuration page of the App Settings. If no owner is defined, the owner will be listed as the user who initiated the handoff to sales.
The sales owner is responsible for reviewing any incoming prospect and assigning them to a sales rep.
There are tow methods to hand a Contact off to sales from marketing.
Option 1- Workflow Option:
Step 1: Start by creating a Marketing List that will be used to add Contacts to the Handoff to Sales queue.
Step 2: Click on the Marketing List and enable Handoff to Sales List.
Any Members added to a Marketing List with the "Handoff to Sales List" enabled will automatically be added to the Handoff to Sales queue in the Sales Engagement application.
Step 3: Optional.
Create a Campaign Automation based on your use case with the action to assign the Contact to a Marketing List.
Some use cases include:
- Prospect has submitted a contact us form and requires outreach from a sales rep. Marketing can create a Campaign Automation flow to create a new contact upon form submission and assign that contact to your Sales Handoff specific marketing list.
- A contact has reached the target score using the scoring feature, as a next step add the prospect to your Sales Handoff specific marketing list.
Option 2- Quick Handoff Option:
Navigate to a Contact record and select the Handoff to Sales button. This will add the Contact to the Handoff Sales List.
Once a Contact has been added to the Handoff Sales List, the assigned sales owner can review the list of all Contact that marketing has shared. You can see whether the Contact has been assigned and the date/time of the assignment.
To assign a prospect to a sales rep, select the record, click on Assign in the top menu and select the sales rep.