Don’t go for Bad Sales Lead

Think if you are a employee in a IT Company in a sales Division, you realize so many time you are facing a lot of pressure to close the sales. So much, that you might have to ignore other sale opportunities that are not likely to turn into real sales. What happens it that even if you as a seller are doing a good job, some time the marketing department gives you the wrong info. The think they give you sales leads, but they only hand you inquiries. Inquiries are not sales leads, because they are customers that are only seeking support but they do not qualify as sales leads.

Studies show that from all of those inquiries your sales people get, only a maximum of 15% become sales. If you sales department are given only inquiries, then their times with unlikely customers will be a waste. In the process your company will spend useful resources, and your staff will be frustrated and become distrustful of information supplied by the marketing department.

The solution to the conundrum is to improve the management of sales leads. Research has shown that the more successful your company is to efficiently manage sales leads coming from marketing departments, the better it is at having the sales department close the deals. The important issue here is to qualify leads.

It does not matter how you do it, but in order for you to improve your sales leads the criteria to define them needs to be accepted and agreed by all departments invested in the process. Keep in mind all specific details of your product. You must understand what your product does, why customers will need it, if they have the power to buy it and how they decide to do so. Do not forget to include in your reasoning, who will sell the product and how they will go about doing that.

Use whatever criteria you have chosen in order to designate your good sales leads. Doing it, will greatly influence how many sales leads require follow-up by the marketing department. They will use nurturing in order to turn them into sales.