No sales manager says that marketing is working too well — that his team is getting too many leads. Complaints about the quality of leads are common, but if a sales manager finds his team is getting behind on following up leads, here are some solutions from Patrick Fern, Senior Sales Advisor at LandslideCRM (landslide.com).
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Admit when it’s not a fit — In lean times that produce fewer leads, the tendency is to hang onto a lead and try to make it fit with what you sell. Don’t invest a sales rep’s precious time and resources on an opportunity that never existed.
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Ask tough questions — If a question is uncomfortable, it’s probably worth asking. Your sales reps should ask prospects questions to see how your company ranks. Find out who they have already spoken with and make sure you’re not just being used as an exercise in due diligence.
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Ask for business early and often — Make sure your salespeople aren’t hesitant to trial close as they’re wrapping up a demonstration. The quick closes that come along give you more time to move onto other opportunities.
