Both in material and service industry, sales team has an important role. They are the ones who determine how much revenue within the organization or companies. Unfortunately, there are many organization experienced the big loss due to the inconsistency of the revenue amount. One of the reasons that cause this happens ins that the sales team has no idea on how to manage sales leads effectively. Here are 5 tips to manage sales leads effectively.
Define qualified leads that suits your company goals
Many people say the significant difference between sales and marketing team is their perception about qualified leads. That’s why to manage sales leads is a bit more complicated. Rich Faulk from Campaign CRM stated that 75 percent of leads that are sent to the sales teams don’t work. There are several factors that cause it yet he think that the certain factor is because of their difference perspective about qualified leads.
Marketing and Sales Department should have the same definition of it hence they manage sales leads effectively. He continued that the parameter can be different yet generally you need to list same details such as role, budget, how big is the company or even their purchasing history.
Find out how do your leads know your company
The second tips on how to manage sales leads is to find out where do they know your company. As quoted from Entrepreneur, leads usually know your company through advertisement or referral. Deepen your tracking process to get you insight which most effective ways. By doing it, you will know how to approach them well. There are a lot of cases when the prospects to call of their intention to buy your products because of the bad first impression.
Create a good relationship with your leads
Many prospects who are interested in your company but unfortunately not all of them are qualified leads. To get insight, try to create a good relationship with them. Remember, you need to do it since the first interaction whether you meet them in person, or via email or phone. Most of the leads have decided to buy your products or not. By doing the follow-up regularly, your leads will feel appreciated and respected. Do it regularly, but not too often.
Manage sales leads effectively by tracking their complete information
The more complete the information, the easier the approaching process. According to Entrepreneur, looking for the unique details of your leads is necessary. Try to find out why they are interested in your products and what is the importance of your product to them. This is another effective way to manage sales leads.
Utilizing Sales & Leads Management Software
A good salesperson can bring in the good sales. However using high quality management system will help the sales evolving. Try to implement Sales & Leads Management Software to help you develop your sales team. By using this system, managing sales leads is so much easier. Sales & Leads Management Software also will help you to track call histories, manage customers, pipeline, contact and opportunities, sales and timesheet.
There are 5 tips to manage sales leads effectively. Also read How to Choose the Right HRM System for Your Organization.