2009 Lead Management Practices Survey

Results from The Velos Group

For the past 5 years, the Velos Group, owned by the SLMA EVP and co-founder Mark Friedman, has reached out to companies and asked them to complete a survey on their existing Sales lead Management practices. Here are the 2009 results from over 170 company responses…..once again, there is trouble in Sales Lead Management Land!

Major Findings/Executive Summary

1. 64.9% of the respondents could not track ROI for their Marketing programs.

2. 85% of the respondents are not pleased with their current Sales Force Automation (SFA)/ Customer Relationship Management (CRM) environment.

3. 58% of the companies do not qualify their marketing inquiries before they are sent to sales.

4. 44.7% of the companies have no formal process to forecast sales and 24% are still using Excel.

These results do not paint a pretty picture of how companies will be positioned to take advantage of the economic recovery.

For the full survey (PDF) click here.