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Web-to-lead refers to the generation of contact forms that can be incorporated into an existential website for example: the ‘Delivery details’ or ‘contact information’ form that is often filled as part of online shopping. Each time a form is submitted it creates a lead record in the database. A lead is a potential sale and lifeline of every sales business.

When to use Web-to-lead?

Web-to-lead must be used when an organization or a business wants to harness leads from a website. It can be explained with an example: Web-to-lead can be used to add a “Sizing chart help” form on a pre-existing website, which is responsible for creating a lead record in sales force for every form submission.

Implementing Web-to-lead

Step 1. Configuring the default response template and auto-response rules.

This step determines the email template sent in reply to the individual submitting the form, e.g. “Thank you for your response. Our customer executive will be in touch with you shortly”.

Step 2. Configuring the Settings.

Click on the ‘Navigate to Setup’ option, select—customize—leads—web to lead option to finish configuring the settings.

Step 3. Generating the HTML code.

Click on Navigate to Setup — Customize — Leads — Web-to-Lead. Click on the “Create Web-to-Lead Form” option. Then select the appropriate fields, return URL, and click “Generate” to finish generating the HTML code

Step 4. Customizing the web-to-lead HTML code.

The HTML code generated does not include any validation or styling. Hence, it must be customized to include CSS, styling elements. This customized code is ultimately displayed on the website.

Validation Rule Considerations

Validation rules are used to authenticate that the data entered by the individual meets the standards specified before the records are saved. The validation rule uses a formula that assesses information given by the user and returns “True” or “False” as the result. However, there are error messages which are displayed to the user when rule returns the “False” value due to an invalid input. Salespeople process rules based on—validation, assignment, auto response, workflow, and escalation.

Why is a Sales Process Needed?

Measuring sales activities is a significant feature to enhance sales management. However, reporting data on salespeople’s activities is not sufficient to exercise control over a sales force’s performance. To influence sales objectives and business results, sales managers must receive appropriate data and utilize the same. Hence they need a way to organize a sales force’s activities into a consistent operating system with expected input and output.

Other business functions with manufacturing or finance are usually administered with a superior level of thoroughness than the sales force. In the majority of the places, this is due to other corporate functions that have formal business processes in place, which allows constant execution and robust measurement of their activities. This transparency into the gears and pulleys of a workforce is needed to control and constantly improve.

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