Since our topic du jour seems to be lead generation, here is a very quick read from Sales&Marketing Magazine about how to handle leads once you receive them. Nothing revolutionary in the approach, but the author’s point is accurate – salespeople prefer to work only hot leads and ignore the warm to cool ones.

The best sales management approach we have seen is to categorize the leads. That can be A, B or C or some other manner. The frequency of contact and focus of time needs to be defined for each level of lead. The A leads are obviously the priority, B is second and C is last. Simple, I know, but you would be surprised how few companies categorize their leads.

Oh, and a sales manager threatening to shut off the leads to a salesperson until they work the ones they have…very motivating for the salesperson.

Not that I know from personal experience.

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