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Sharing leads amongst salespeople - does it work?

Guest post by: Wayne Berry

Article Overview: Giving leads to your sales people

Sharing leads amongst salespeople - does it work?

It can work, but consideration should be given to one of the highest priorities that a Sales Manager has. This is to get as much profitable business as they possibly can, through their sales team.

It is very important that they get it through their team and not for their sales team.

So what should a Sales Manager do when sales leads come through?

Should they give the good leads to their best sales people and the lower quality leads or no leads at all to their less successful sales people?

If they do this, it will often lead to resentment from other sales team members.

What we teach Sales Managers is “Lead Management”.

Regardless of which sales person a lead is given to, a good Sales Manager will monitor and manage the lead through to the order being placed. If an order is not obtained, they should still be managing the lead by finding out why their company did not get the order. In doing so, they may speak with the prospect themselves and find out why the business was not forthcoming.

Prospects generally react positively to this and often feel important being contacted by a manager. This can sometimes turn a prospect around resulting in a sale after all. Perhaps the prospect did not have confidence in the sales person, or didn’t fully understand the benefits of what was being offered. Often they will tell the Sales Manager things that they would never have said to the sales person. This can also help the Sales Manager to understand the sales person better, and identify gaps in their selling skills, or in their product knowledge. The Sales Manager can now help their less successful sales people to upgrade their skills and product knowledge.

The good thing about skills is that all skills can be learned.

So if the selling skills and product knowledge of every member of their team is upgraded, the sales manager will not have to monitor and manage members of their team as much.

So the Sales Manager should be able to give leads to a sales person whose skills are less than fully developed, and then work more closely with them to get the business.

This can start right from the beginning when the sales lead comes in. It may be a phone enquiry where the sales person takes the call, or it could be a phone call out in response to an enquiry.

A Sales Manager can demonstrate how this is done by handling the lead themselves and by allowing the sales person to listen in. Alternatively the sales person can sit in on a call made by a high performer on the team.

Once this has been done, now the sales person can start to uses these skills and strategies themselves while being coached by their sales manager who listens in on phone calls or goes on sales calls with these sales people.

By following this training, coaching, monitoring and managing process with their team members, the Sales Manager can make the sharing of sales leads amongst their sales people work.

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Article Tags: new clients, prospecting, sales, sales coaching, sales training, selling



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Re: Conversion rates - Great point Kevin, word-of-mouth is a great way to convert leads as they are being recommended by someone they trust. My job is converting website visitors into leads, and of the leads we get from the website/s we convert around a 12.5% (of leads). At this point I think our website is the best leads vehicle right now.
Re: Direct Mail Postcards - Great discussion! I just started using direct mail postcards for a business of mine. The leads are generated by the company and then sent to me to place on the postcards that are already made up. It's important to get targeted leads for any form of advertising venture. Finding quality leads isn't tough, but takes some work. Luckily for me the company does this work for me. These people are interested in starting a home business, working from home, etc. That's what I'm advertising on the postcards, so I would say they're very well targeted. The postcards are also made by the company who have over 20 years of experience in generating responses. Now, the problem I see as I deal with this directly working for an insurance company where I call leads, many people may forget that they ever requested information on the subject. In this case the postcard would probably get thrown away, unless it really grabbed their attention or struck their memory. The same problem can be seen when someone needs to confirm their request for being added to your email newsletter.
Re: How much time during the week do you devote to prospecting? - I like to think of this as a case of the 80/20 rule. For me the key to my business is generating leads for it, I have a system in place that will allows me to automate a lot of the work, I still need people flowing into the system, so in order to answer your question I would say i spend 80 % of my time marketing my business. I think for most businesses,networkers and sales people the problem of too many leads would be a real nice one!!!
Setting up Revenue Sharing Program - Hi Martin I know it must be confusing going through the process of setting up an advertisement when you're not actually going to use it, but it's how it seems to work. For anyone else who has problems with this process, simply follow these instructions courtesy of magnify.net and make sure you have created your Adsense Account and it has been approved. To create a [i:1b5dm29n]new channel[/i:1b5dm29n], go the main AdSense web site, login and click "AdSense Setup", then "Channels", then "Add new custom channels". You can call your channel anything e.g. evancarmichael.com To discover the [i:1b5dm29n]channel number[/i:1b5dm29n] (so you can paste it into the Evan Carmichael Revenue Sharing Program) that has been assigned to your new channel, click "Products" and "AdSense for content", then create an ad (Just hit next, next, next until you reach Get Ad Codes) using your new channel and copy the number from the line that says "google_ad_channel = ". Now enter that number into Evan Carmichael Revenue Sharing Program and you'll be setup.
New Guy Here - Automobile Industry - Hi Everyone, My name is Ray and I work as a sales trainer in the automobile industry. I have just completed a new training curriculum for automobile salespeople in the industry. It is called The Baby Steps of Selling Automobiles. I am beginning my marketing efforts through press releases and seminar formats. I joined the community due to my continued desire to work independently creating my own happiness and growth. Thank you for having me and I look forward to more correspondence in the future.


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