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What is The Cost Of Bad Sales Leads

Working in the Sales Department of IT companies must be really stressful. Some of the sales people that work there are told to ignore all sale opportunities which cannot be instantly translated into dollars. The truth is that often these sales people are not given useful sales leads but only inquiries. Inquiries cannot easily be translated into are not sale-ready leads because they represent customers who only wanted to find information about one of your company's products but it does not qualify as a sales lead.

Research has shown that as much as 5 to15% of the inquiries turn into real sales. Whenever your sales people receive inquiries instead of sales leads, they will be wasting their time and your company's valuable resources. In the meantime, your sales staff will grow distrustful of the so-called sales leads they are given.

The key is to make good management leads. Several studies show that companies properly manage their work more efficiently and leads have better closing ratios on opportunities generated by marketing. And the most basic of all these management techniques is the qualification of leads.

In whatever manner you choose to improve your sales leads, it is important to consider that the criteria needs to be agreed upon and accepted by all parties concerned. You must also include a definition of the product, the needs it satisfies, the customer who will buy it, the customer's buying process, the sellers and the sales process.

Apply a clear criterion of what constitutes a good lead has key implications in terms of which of them are transferred for follow-up sales-ready leads and which will continue to be treated and developed by marketing through nurturing, and in general all activities of leads management.

On the contrary, not implementing a formal definition of what the company is a good lead on which they agree upon in terms of sales and marketing ends up in frictions and mistrust between the two departments, for wasting sellers' time and marketing resources on monitoring or the generation of useless leads and ultimately, failure to achieve the business goals.

Article Source: http://articlebarracks.com

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