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Survey Results

 

Executive Summary
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.


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