ELM Lead Rank Configuration

The Electronic Lead Management (ELM) Lead Ranking System allows you to rank your leads in order of importance using predetermined criteria of your choice. When you sort your leads by their weighted rank in the ELM grid, the most important leads for follow-up will be at the top. This improves your lead follow up efficiency. There are six items that can contribute to your weighted (overall) rank. For each item the lead ranking system will rate each item from 0 to 10, with 10 being the highest, 0 being the lowest, and 5 being the average.

Lead Rank Configuration

The lead rank configuration has been preset with weights and averages for each value which can be changed. Note that when you update your weights or averages the lead ranking system will update all leads dynamically. All weights must add up to 100. “0” weights do not contribute to the ranking system. The system accounts that have previous data have been defaulted using ELM data except for Days Since Previous Stay which is defaulted to 365.

1. Navigate to Account Settings > ELM > Lead Rank Configuration.
2. Make adjustments to the options listed. A description of each option is listed below: 

• Price Estimate — We recommend you retrieve this from your property management system. If not readily available, you can use revenue/booking from the Booking Method Report.
• Average Daily Rate Estimate - We recommend you retrieve this from your property management system. If not readily available you can use revenue/booking from the Booking Method Report and then divide this by the average number of nights guests stay with you.
• Days Until Stay — This information can be found on your Executive Summary Report (Reservations Software Data Summary), or by using your booked leads you can create a report using the booking date and then check-in date to determine your average booking window.
• Days Since Previous Stay — This would be, on average, the number of days since a guest previously stayed with you. Since this is the first time the system will be capturing this information on a lead form, we recommend you determine this average outside of Revinate.
• Hours Since Last Follow-Up — This amount can be determined by creating a custom report that shows the hours since last follow-up column, and then you can average these hours in Excel.
• Custom Rank — You can determine a standard process for the ranges for your business. For example, you may choose to use 10, 5, or 0 (10 being the highest) or you could use 0 through 10 and then develop definitions for each level. This is a field on the lead form.      

USING WEIGHTED RANK IN ELM GRID

Note that if price estimate, custom lead rank, or check-in/check-out dates are missing on the lead form, the system will use the average. The following preset filters in ELM automatically sort leads by their weighted rank:      

The filter All Follow-Up Leads defaults to all contact types. If you prefer to rank your leads by one contact type at a time (e.g. inbound calls vs. emails), you can filter by contact type.    You will find the weighted rank, price estimate, average daily rate estimate, days until stay, days since the previous stay, and hours since the last follow-up and custom rank all in the ELM grid by scrolling to the far right of the grid.