🏢 Company Research Specialist (CRS)

Designation: CRS
Focus: Company/lead-level validation

🎯 Role Objective

The CRS ensures that every lead passed to the sales team is complete, validated, and worth pursuing.

This role is 100% research-focused:

• No calling
• No selling
• No direct prospect engagement

Instead, CRS is responsible for:

• Data validation
• Lead qualification
• Accurate documentation for BDAs

📌 Core Responsibilities

1. Strategic Data Validation

• Work on data sets provided directly by the management team

• Research and verify exporters, suppliers, and key stakeholders in the Indian agro-industry

• Confirm all mandatory fields for every lead:

  • ✅ Company Name 🏢
  • ✅ Verified contact number 📞
  • ✅ Verified company address 📍

• Apply the Five-Point Qualification Criteria:

  1. General Intent
  2. Specific Intent
  3. Pain Point
  4. Stage (Awareness → Decision)
  5. Role of the Company

• Only submit fully validated leads via the research form for BDAs to access.

🛠 Standard Operating Workflow (CRS)

1. 📥 Receive Lead Data – Data sets are provided by the management team.
   👉 Submit/receive through this form: Research Data Form (opens in a new tab)
   📌 If the drive data required for research is missing, contact the management team immediately for quick action.

2. 🗑 Initial Screening – Remove duplicates, outdated, or irrelevant contacts.

3. 📌 Mandatory Field Check – Make sure all fields in the form are properly filled.

   • Some fields will be easy to find, others harder.
   • Do not leave fields blank — put effort into completing each one.

4. 📊 Five-Point Qualification – Intent is critical since BDAs base conversations on it. Ensure intent and stage are assessed carefully.

5. 📝 Submit Validated Leads via Form – Your role is to fill the research form clearly and completely.

   • Data should be structured, accurate, and easy for BDAs to understand.
   • BDAs will use this form data directly for conversations — CRS does not contact them directly.

6. ⚠️ Non-Qualified Companies Handling
   Use this form to mark non-qualified companies: Non-Qualified Companies Form (opens in a new tab)
   A company can be marked non-qualified only if:

   • ❌ It is Closed

   • ❌ It is Not Agro-related

   • ❌ It has Insufficient Data (after full attempt)

   • ❌ It is Temporarily inactive

   ⚠️ You cannot skip or reject a company without proper insufficient data justification.
   Always attempt to collect data before marking it as non-qualified.

7. 📊 Daily Reporting – Update the team on:

   • ✅ Number of leads completed each day
   • ✅ Progress on datasets

8. 💬 Stay Active on Zoho Cliq – Always be responsive and available to coordinate with the team.

⭐ Golden Rules for CRS

1. Validate before submitting — never send incomplete or unverified info.
2. Be thorough — even difficult fields must be filled, no shortcuts.
3. Intent is king — BDAs depend on it for conversations.
4. Keep form data clear — structured entries make BDA calls easier.
5. Non-qualified companies — can only be marked as such with valid reason and proper documentation using the Non-Qualified Form (opens in a new tab).
6. Stay accountable — daily reporting is mandatory.
7. Be responsive — stay active and engaged on Cliq at all times.

📌 Key Takeaway:
The CRS ensures that every lead is complete, validated, and intent-ready by submitting accurate data in the form — so BDAs can confidently pick it up and build trust in their conversations.