The primary goal of account management is improving customer retention and driving sales growth. Basically, any CRM system is all about managing accounts. Advanced account management software usually provides a range of tools to make the life of salespeople much easier.
Among the most popular solutions are:
- sales automation
- contact center
- shared calendars
- lead routing tools
Lead routing is especially important for companies that have a large number of incoming leads as it allows them to set up different lead distribution rules, such as potential deal size, lead source or a history of previous interactions with a lead. Later on, the leads are distributed among your sales reps according to your preset rules automatically.