Review Your Sales Lead Management Program

2007-03-08 10:33:40

( Business )



One of the ways to increase your sales is to regularly review and improve your sales lead management program and educate your sales people about the program.

Is your sales lead management program producing the right leads? Do it right at the start by defining who your customers are. Develop a customer profile and define key attributes about them such as revenue, employee count, products, and industry classification. Quality your leads and only forward those names and companies that you have determined are in the market to buy your product and service. Also, make sure you have determined the person with the authority to make the buying decision. It also helps to learn the bidding period and schedule for renewing contracts to make sure the prospect is ready to engage with your sales person.

Do you respond quickly to leads? Make it clear to your employees that when prospects contact your office through e-mail or phone, these must be acted upon within 48 hours. Responding quickly greatly increases your probability of closing the sale.

Have you installed an effective sales tracking software? Provide your sales people with a tool they can use to save the information about their prospects and customers over the sales process. This should include the names, prices and deals of your competitors. You can also list the concerns and issues your customers have about your company and product. This can help you make a better sales presentations and develop a more competitive bid.

Determine what marketing strategies works best. Use your sales automation software to track what interested your customer about your company. Is it the print ads, customer referrals or online advertising? Develop a right marketing mix and invest more on those marketing campaigns that work.

Is your sales incentive program working? Does it motivate your sales people? Is the recording and reporting process of the sales incentive program clear and simple? The sales incentive program must be promoted to generate interest and acceptance among your sales people. Rewards must also be given quickly to maintain and increase enthusiasm for the sales incentive program.

Are you giving recognition to your employees? This an effective and least expensive means of motivation. There is no such thing as too much recognition!
Finally, have regular meetings with your sales team to educate them about your sales lead management program and discuss how it can be improved.


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