Should an inquiry be qualified before it is sent to sales?

 

Every sales representative has gotten Mickey Mouse or Fred Flintstone as a lead. Unfortunately, it points out that no one is minding the store. No one is reviewing leads before they are sent to sales. Many companies want to delete duplicates (that's another story in itself) and competitors before being sent to sales.

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Comments

[Carlos Hidalgo]

This is not something that needs debate, of course a lead should be qualified before it is passed over the sales. We pay people to sell, not sift through inquiries in hopes they find a qualified lead.

Marketing and sales should be working together to define every stage of the buying cycle and what constitutes a lead at each stage (MQL, SAL, SQL). Without this lead qualification process in place sales wastes valuable time, leaves revenue of the table and is taken away from their core purpose - selling!

[John (Vikas Sharma)]

i agree with Carlos each and very inquiry should be qualified before being sent to sales representative otherwise it will only kill time and energy of sales representatives and on not closing the sales his morale will go down uselessly.