Generating leads and following up on them is a tedious job yet a fundamental requirement for world class sales performance. Warm leads are precious and the process to turn them into initial appointments and true prospects needs to be consistent.
As the CEO or VP of Sales are you aware of the number of leads your sales people process each day, week, or month? Can you identify where the leads come from and how timely they are followed up on?
Statistics demonstrate that all too often sales people do not have enough leads at any one point in time to keep the pipeline filled; thus they have gaps or voids in the flow of legitimate prospects. Another critical issue is frequently sales professionals don’t follow up on “hot” leads in a timely fashion and loose the majority to competition.
Keeping your sales force focused on consistently generating leads and tracking their status via a CRM is one of the single most important task management can provide.
Copyright © 2014 Dave Neal
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