Issue link: https://epubs.iltanet.org/i/9825
“just okay.” SharePoint’s issue-tracking Web part, which can be treated essentially as a dynamic Excel spreadsheet that lives in the “cloud,” has raised the bar for sales tracking. Since the “Edit in Datasheet” feature is so similar to Excel, users aren’t turned off by a dramatically different interface. As with Excel, users can create and sort by any category type they like. But SharePoint can do so much more. CATEGORIES AND VIEWS Each attorney can have his or her own view in SharePoint — sorting and grouping by date, by client name, by company name — the possibilities are limitless. Adapting views to each attorney’s working style means a higher probability of adoption. Management can also create views by industry, geography “With numerous features designed to support you in tracking sales efforts, SharePoint can help your firm develop business efficiently and effectively.” and type of contact to gain insights into the level and focus of activity happening throughout the year. HOT PROSPECTS By assigning a general sense of urgency or proximity of a particular prospect contact, a firm can get a handle on the sales pipeline. Are you letting too many contacts go cold? If so, how can you create ways to “touch” your prospects? How about a webinar on a timely issue, or an invitation to an industry roundtable? By showing lawyers that it’s easy to keep their contacts warm, you increase your chances of converting those contacts to sales. THE SOURCE OF ROI Marketing is often called upon to prove the return on investment of events, speeches, webinars and other activities. But we all know that the sales cycle in this industry is a long, hard road with multiple touch points. Flagging the source of a prospect at the time the initial contact is made, as well as additional contacts made with the prospect, can make ROI more transparent over the long haul. Practice groups will be grateful when they can prove new business resulted from their favorite trade show when budget time rolls around again. It is critical to capture new and renewed contacts during post- event meetings in order to build the case for attendance and sponsorship next year and beyond. REPORTING Group leaders are often asked to report on their groups’ activities at the last minute, which could be at budget time, partner meeting time, year end or after a change in leadership. They’re essentially being asked to answer the question “What have you done for me lately?” If the team is tracking its prospective clients in SharePoint, three clicks can produce a report of sales efforts, www.iltanet.org Microsoft 43