Overview
SalesExec is ClickPoint Software's lead management software for sales teams and call centers. To set it up for a call center, you bring leads in, route them to agents with Push or Pull distribution, call them quickly, and use actions (dispositions) to drive follow-up. If you buy or sell leads, LeadExec can deliver leads straight into SalesExec.
This article walks through that setup in order. For the concepts behind each part, see How SalesExec Lead Management Works. For why call-center lead management matters, see Call Center Lead Management Software Explained
How do leads get into SalesExec?
Most call centers use more than one lead source. Set up each one so leads arrive with the right source and campaign.
Create your lead fields: Go to More > Settings > Lead Fields and make sure you have the fields your agents and reports need.
Set up marketing attribution: Go to More > Settings > Channels, Lead Sources, and Campaigns and add a channel, lead source, and campaign for each source.
Send leads by posting: Generate posting instructions and give them to your web developer or lead provider. See How to Generate Lead Posting Instructions in SalesExec.
Connect other tools: Use Zapier or a built-in lead provider integration, such as LendingTree or Zillow. See How to Post Leads into SalesExec Using Zapier.
Import lists: Import existing leads from Excel. See How to Import Leads from Excel into SalesExec.
Receive leads from LeadExec: If you use LeadExec, set up a SalesExec Integration delivery method in LeadExec. See SalesExec Integration Delivery Method Configuration.
Block duplicates: Add duplicate checks so the same person is not worked twice. See Editing Lead Fields - Duplicate Check.
How do you route leads to agents?
SalesExec routes leads with distribution strategies. Go to More > Settings > Lead Distribution. The page is titled Distribution Strategies and has a tab for each lead type.
Push: SalesExec assigns each new lead to an agent automatically, using Round Robin or Weighted distribution. Push works well when lead volume is steady and you want every lead owned right away.
Pull: Leads wait in queues, and agents take the next best lead from the Pull screen when they are ready. Pull works well for busy call centers because leads go to whoever is free.
To set up routing:
Pick a model: Decide whether each lead type should use Push, Pull, or both.
Create the strategy: On the Distribution Strategies page, add a Push or Pull strategy for the lead type.
Set the criteria: Choose which leads enter the strategy, for example by lead status, maximum lead age, or DoNotPhone Equals False.
Set the order (Pull): Choose the sort order, for example lowest pull count first, then date added.
Add recipients: Choose the agents, groups, or branches who can receive or pull these leads.
Route by state if needed: Use More > Settings > User State Criteria to send leads from certain states to certain agents, such as licensed agents.
Set calling restrictions: Set the calling hours your business approves for each state, and use Edit Holiday Calling Restrictions for holidays. See State Calling Hours.
For full steps, see How to Configure "Pull" Lead Distribution and How to Configure "Push" Lead Routing.
How do you improve speed-to-lead?
Speed-to-lead is how fast an agent first contacts a new lead. SalesExec helps in a few ways:
Send alerts: Go to More > Settings > Notifications and turn on real-time notifications so agents know when a new lead arrives. See How to Configure System Notifications in SalesExec.
Put new leads first: In your Pull strategy, sort so new, never-pulled leads come up first.
Call in a row: Agents start a power dial from the Lead Manager screen, and SalesExec loads those leads into the Pull screen so they can call one lead after another. See SalesExec Power Dialer: What It Is, How It Works, and How to Set It Up.
Count contact attempts: Turn on Contact Attempted + Made for actions that mean a call was attempted, so response times are measured correctly.
Answer call-backs: Set up a call flow so that when a lead calls back, a member of your team answers. See Managing Call Backs.
For more on why response time matters, see Speed-to-Lead and Contact Rate Optimization for Call Centers.
How do dispositions and follow-up work?
In SalesExec, a disposition is called an action. Agents choose an action after each call to record what happened. The action can then move the lead forward on its own.
Map your statuses: Go to More > Settings > Sales Workflow. Statuses are grouped by stage, for example New Lead, Contact Attempt 1 through 6, Sold, Nurture, and Dead.
Add actions to each status: Add actions such as no answer, left voicemail, appointment set, and not interested.
Choose what each action does: An action can change the status, add an appointment, send an email or text template, start a nurture strategy, transfer the lead, release it back to Pull, add it to the Do Not Contact List, or close it as won. See Configure Actions in a Sales Workflow.
Automate the rest: Go to More > Settings > Automated Events to run steps when a new lead arrives or when an action is taken. See Sales Workflow - Automated Events.
Nurture leads you could not reach: Use Nurture Campaigns and Email Templates to keep in touch by email and text.
Honor opt-outs: Use More > Settings > Do Not Contact List to flag Do Not Phone, Do Not Email, and Do Not Text SMS.
How do you measure results?
Open Reports from the left sidebar. Reports that call center managers use often include:
Distribution Performance Report: Results by agent and distribution.
Disposition Leads Report: Status changes each agent made.
Lead Penetration Rate Report: How many leads were worked.
Hourly Performance Snapshot Report: Response times by hour.
See the SalesExec reporting page for an overview.
How much does SalesExec cost?
As listed on the SalesExec pricing page, SalesExec Standard is $55 per user per month and includes preconfigured workflows. SalesExec Advanced is $72 per user per month and adds configurable workflows and dedicated support. Both plans include lead management, lead prioritization, pull-based lead assignment, sales engagement, and reporting. Calling and SMS are billed by usage.
Frequently Asked Questions
Should my call center use Push or Pull?
Use Pull when many agents work leads at the same time and you want the next lead to go to whoever is free. Use Push when volume is steady and each lead should have an owner right away. Many teams use both.
Can SalesExec receive leads from LeadExec?
Yes. In LeadExec, set up a SalesExec Integration delivery method and map your fields. Leads are then delivered to SalesExec in real time.
What is the difference between an action and a status?
A status is where a lead sits in your Sales Workflow. An action is what the agent selects to record a call outcome, and it can change the status and start next steps.
How do I stop leads from being called after hours?
Set state calling hours and holiday calling restrictions in your distribution strategy. Have your legal team approve the hours you use.
How do I keep duplicate leads off the sales floor?
Add duplicate checks under More > Settings > Lead Fields. A lead that matches a duplicate set is not added as a new lead.