OUR PRACTICES FOR KEEPING DATA CLEAN IN YOUR CRM
During the execution of an outbound prospecting campaign, CRM data hygiene is important. I’m going to share one of the processes we use internally to make sure users have a good way to “flag” inaccurate contact records.
When we come across an unworkable LEAD, a Salesforce.com or a ZOHO CRM field must be used for data quality reporting. For instance, we use Salesforce.com’s “Lead Status” field with custom values in the pick list: Bounce, Wrong Number, No Longer with Company, etc. A pick list is the best way to do this because it standardizes reporting options.
Each month, we generate a report containing unworkable lead and contact data. That report is then sent to our Data Hygiene department (also known as “Karen”) where we use JigSaw, ZoomInfo and LinkedIn to correct and update the data. Once each unworkable email address is researched and corrected, we import the new data, delete the old data and begin prospecting anew. To avoid duplication during the import process, we export data with a unique identifier (such as a lead ID#). We then import the data using the same identifier. This helps ensure that any notes and or contact history are saved.
The Lead Status field is then reset to COLD so that sales reps know the LEAD is ready to be contacted again.
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