"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.
"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: