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TIPS FOR EFFECTIVE SALES LEAD MANAGEMENT
"90% of marketing-generated leads are not acted upon by sales."

The business adage of "nothing happens until somebody makes a sale" is certainly true but we all know that a great deal of work must be done before that sale is made. Our sales reps need to work as many as 10, 15 or 20 sales leads in order make a single sale. It is incumbent on management and the marketing department specifically, to make sure the sales reps get as many quality sales leads as soon as possible to help improve the numbers game. But simply generating sales leads is not enough. To be able to turn leads into customers a number of things must take place.

Based on what LEADTRACK has learned from more than 35 years of helping companies optimize their sales lead management programs we offer the following ten tips for effective sales lead management.

  1. Management Commitment - The boss must be aware and care.
  2. Accountability - Put someone in charge and enable them.
  3. Close the sales loop - With the prospect and sales reps.
  4. Process - You need a system and must be organized.
  5. Simplify - If it's too complicated it won't be used.
  6. Fulfillment - A good process will pay for itself.
  7. Reporting - Inspect what you expect.
  8. Speed - Sales leads age quickly and die if unattended.
  9. Don't build a system when you can buy a better one for less.
  10. ROI - It is imperative that you look at the ROI for every activity.
"The difference between a successful lead management system and a huge waste of money is a leader who motivates the rest."
Source: Destination CRM, CRM Magazine

A company can have a great marketing department, terrific sales people and the most creative ad agency money can buy but if senior management is not serious about measuring the success of every ad they place or event they manage, precious marketing dollars are wasted. The best way to get management interested is to identify the true cost of sales lead generation and management.

You must identify all costs related to:
  • Creating and placing advertising campaigns.
  • Exhibiting at and staffing trade shows.
  • Production and distribution of collateral.
  • Telemarketing to handle leads.
  • Website development and maintenance.



LEADTRACK helps you solve the sales lead management puzzle.

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