Case Study: Pacwest Funding

PacWest Funding Boosts Employee Performance Lead Conversions using Leads360's Powerful Lead Management Solutions

Challenge:

• Wanted ability to quickly and comprehensively track lead process and sales performance
• Needed to distribute leads to the appropriate salespeople as quickly as possible
• Needed specific data to help develop training and management programs

Solution:

• Implemented Leads360’s online application to immediately manage incoming sales leads
• Custom reporting tool enabled management to quickly design, build, and distribute comprehensive reports
• Central, user-friendly database put management in control of the sales team activity and performance

Results:

• New employees are trained faster and more successfully
• Sales team success can be identified, tracked and rewarded
• The sales floor has been restructured to service sales leads faster and increase close rates

For PacWest Funding, a large California-based mortgage broker and lender, generating plentiful leads was easy. Knowing how well reps were servicing those leads and being able to track the lead process was another story. Although the company experienced success because of size and reputation, Chief Operating Officer Curtis Melone, recognized inefficiencies that needed to be addressed. PacWest had difficulty tracking the progress and outcome of leads; distribution of leads to the right people was time consuming; and data for training purposes was virtually nonexistent. Leads360 provided the solution with a cost-effective online program to give PacWest a transparent method of tracking, managing and closing leads.

“The Leads360 web application enables us to effectively manage incoming sales leads from the get-go. We’re able to track inquiries and distribute them to the right people as quickly as possible, significantly improving our response time. We also have data to use for internal training purposes which helps us to pinpoint where to train and when to train on specific issues,” said Melone. “I’ve seen a significant improvement in our sales strategy and among our sales team since hiring Leads360.”

Melone especially appreciates that PacWest can proactively service clientele using a custom reporting tool that enables management to quickly design, build, and distribute comprehensive reports based on transaction history from a central, user-friendly database. In addition, he no longer has to ask “Who is doing what?” and “How can we improve?” because the data from Leads360 has put management in control of the sales team. New employees can be trained faster, employee success can be identified and tracked, training sessions are more productive, and the sales floor has been restructured to service sales leads faster and more effectively.

“Overall, we’re stronger across the board. We now have the information to make better decisions internally while externally providing our customers with greater responsiveness and a higher level of service.” Melone added, “Using Leads360 is also beneficial from a cost standpoint. Since it is subscription based, we have the functionality and customization we need without expensive software, server maintenance, network administration and other technology costs.”

According to Jeff Solomon, CEO of Leads360, the results experienced by PacWest are an excellent example of how Leads360 helps companies work leads faster, smarter and harder. “Our objective is to help our clients maximize every business prospect from start to finish. This means routing qualified leads to the right people and ensuring that nothing falls through the cracks. Every lead is valuable, and the return on investment for each lead determines profitability. It’s exciting for us to improve upon existing business practices for customers who are already very successful.”