Corporate growth, good and bad, can be traced to sales lead follow-upi.
Marketers keep thinking it is common sense for sales representatives to follow up all inquiries given to them. After all, what is the alternative? Cold calling? But alas, as Voltaire said, “Common sense is not so common.”
So we are left with motivating them to do the obvious and not give up. Yes, follow-up is difficult today. Prospects are always available when they want something, but disappear when they have what they need. Follow-up is variously reported from 10%-25% in most companies. When you think about it, some marketers feel that giving some salespeople sales leads is like throwing money in the trash. Here are some thoughts on motivating salespeople to do the obvious: