How to Track Prospect Lead Ideas
Leads are the key to generating sales. Without leads, a lot of wasted manpower and time can cause frustration to mount. Discouraged salespeople are poor representatives of a company. They will not generate enough sales numbers to meet company quotas.
On the other hand, fair, effective sales lead management can be the key to a better, more efficient and more successful sales force. A lead management program will eliminate overlapping sales calls and make for a more smoothly run sales force.
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Instructions
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How to Track Prospect Lead Ideas
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Write the company's definition for a sales lead. Be specific about what constitutes a sales lead and what doesn't. Make sure all sales personnel know and understand this working definition. Include it in training literature for sales personnel.
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Set up the lead pipeline so that leads are doled out equally in number and quality. Get leads to your sales force quickly and directly, without an intermediary.
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Establish a method for tracking leads that have been worked. Require notes from every sales lead call. Decide what are the essential facts to be recorded from the sales conversation. Have the salesperson include the name of the person with whom he spoke, the time of the call, a brief outline of what was said, and information on a follow-up appointment. Let the sales force know that how they handle sales leads will be a major part of their job evaluations.
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Record and track each lead. Carefully record each lead source. Keep track of which lead generation strategies work and which don't. Look for ways to increase the number of high-quality leads. Use enough methods to create a steady stream of sales leads.
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Schedule weekly meetings with sales personnel as a group and as needed individually. Encourage friendly, professional competition. Reward efforts to generate sales leads if you have made that a part of the sales force's responsibilities. Find other ways to excite the sales staff about generating leads.
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Contact chambers of commerce for leads. Compile a list of local business organizations. Contact chambers of commerce, banks and industry associations. Call on the members of these potential commercial partners, introducing yourself and your company. Gear the conversation toward a mutually beneficial business relationship. Ask for the people they know who may be potential leads.
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Tips & Warnings
Set your sales personnel up for success by offering help but also by staying out of the way.
Offer sales training only when it's requested or when the need becomes evident.
Measure and track every sales effort to discover sales force strengths and weaknesses and make the staff better.
References
Resources
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