| Why is sales lead management ignored by
some and championed by others? For 41 years, since the introduction of
the first "inquiry management system," the value of inquiries and the
follow-up by salespeople has been a constant argument and a source of
frustration. From marketing departments that generate the inquiries,
to salespeople who must follow them up and the inquirer who is
ignored, everyone complains.
This Sales Lead Management Survey, was
taken by 144 southern California, primarily small, private businesses.
The results indicate we have not progressed very far in 41 years.
68.8% of those who took the survey still do not qualify inquires
before giving them to their salespeople. 52.4% still have no formal
process for compiling sales forecast reports. And 82.8% do not track
the return on investment for lead generating investments.
To view the entire report, please take
a minute to join the Sales Lead Management Association below. As a member of the Sales Lead Management Association, you will have
access to a library of resources that will help you do your job
better and be more successful. When you join, there will be no
meetings or dues, only access to information and to a panel of
experts who can help you solve difficult Sales Lead Management
issues you are facing. |
