Use a lead score ranking system
Focus selling time on sales leads with the highest potential ROI (rank)
Avoid spending selling time on low ranked leads. This is very low ROI activity
A Sales Strategy to Close More Leads Starting Tomorrow
Transform your sales organization into a team of top performers
DO YOU KNOW if your salespeople are contacting the right customers and prospective customers? Are they focused on the best sales leads that will create the most sales and profit for your company?
Without a disciplined lead management plan and contact strategy, you don't know. If your company is like most, you are missing high profit sales opportunities.
Here's an immediate sales tip. Do not leave it up to each salesperson to determine HOW MUCH MONEY you will make in your business.
That would be a big mistake! The right lead management plan and contact sales strategy will double your sales from this effort. You will see immediate sales increases, if you follow these tips
Make sure all salespeople are contacting the best sales opportunities. Often, they will call the easiest that may not be the most profitable.
Include a simple process that scores the best opportunities ranking them from 1 to 5. For example, quotes would probably get scored as a "1", since any quote is most likely going to have a higher closing percentage (and therefore a lower selling cost) than a less qualified contact.
Initiate a process to track activity and results for the most important or highest ranked account opportunities or leads. Include a management plan that assures that these high ranking leads lead to a yes or a no decision. Salespeople often "give up" before placing enough effort into their follow up activity. This is a great time to utilize a pipeline or forecast reporting process.
Utilize CRM for tracking activity. It is by far the easiest method to track customer behavior for businesses that have a large quantity of customers and prospects.
Make sure either you or the salesperson's supervisor meets regularly to stay on track Define a contact plan for any target or high value accounts.
Do this today and you will see more sales soon!
Take Note: Get your sales team to follow this plan and you will see greater sales growth. Your sales managers may find it challenging to change their habits and manage their sales team to follow this sales strategy before the process becomes systemized and automatic for them. Stay on them to adhere to this plan. For advice on this, contact us
Thanks for visiting. Contact us for any reason at anytime if we can answer any sales or business related questions for you. Have a great day!
Founder and CEO Sales Coach
Make Better Sales Decisions