3 Tips to Refine Your Sales Process
Lead generation can be a difficult task. Don’t be afraid to ask for help and the best suggestions can come from the sales team. Below are three steps for improving your processes through utilizing your sales team.
1. Creating a Unified Process for Lead Identification
When setting up a lead process, the best thing to do first is to get the sales team involved. Your sales reps have an important role, as they deal with your prospects regularly and they know when that prospect is ready to buy. They also have a lot of information about recognizing leads and how to prioritize them. Ask your sales team the following questions:
- What constitutes a qualified lead?
- What types of activities indicate that a lead is ready to buy?
- How often do sales reps get alerts on prospect activity?
- Who are the stakeholders you’re selling to? What obstacles do you face?
- Which content and lead generation campaigns produce the best leads? Which ones don’t show much potential?
The more information you can gather, the better off you’ll be. Getting the team involved will endure them to your processes and will make the process beneficial for all parties.
2. Developing Lead Distribution and Follow Up Strategy
Once leads have been qualified, it’s important to make sure you’re routing them to the appropriate sales rep. A recent study conducted by Harvard Business Review showed that companies that followed up with leads in the span of a few hours were sixty times more likely to gain a client than those who waited longer to follow up. Work with your sales team, establishing activities and grades that show when a lead is ready to buy, and make sure that they are passed to the reps at just the right time.
Nobody builds a perfect lead process on their very first try but you can strengthen it and build a great one over time if you keep the lines of communication open. If you’re trying to get the most out of lead scoring and grading, make sure you’re communicating effectively with your sales team, as well as periodically evaluating and adjusting your approach based on that communication. Ask your sales reps lots of questions, finding out about their leads, patterns and key indicators and more.