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The ABC's of Lead Management

Mar 28, 2008
Leads are helpful sales tools because they give you targets to aim at, which are much more successful than blind shots in the dark, but the way you process those leads can really affect how profitable they become. This article is designed to give you and your employees some short and simple education on lead management. Here are four simple steps that can help make your lead investments more profitable.

Typically, companies usually have more than one person who deals with following up on leads. So, the first step to making lead management more efficient is to have an effective way to dole out lead assignments. If there isn't a good system that distributes those leads quickly and clearly to different individuals within your company, time and even the leads themselves can get lost in the shuffle.

To track a lead means to supervise, record and try to forward the progress of changing a lead into an actual customer. Tracking is primarily the responsibility of the sales representatives. It involves sending welcome emails to potential customers, making initial contact and recording the status of customers who are striving to make a decision on which business they should use. Tracking helps save time because it organizes each lead into different categories that sales representatives can then prioritize and move through systematically.

Analyzing is actually a check system for managers. It is designed to help managers supervise the work that sales representatives are doing. With tracking records at his fingertips, a manager can look for trends in contact numbers and closed deals. With this information, it will be easier to see what each employee accomplishes, praise success and make suggestions for improvement if needed. When they know that their work is easily reviewed, employees will have more incentive to work harder as well, which will increase your company productivity and loyalty.

If you follow the first three steps well, you should see an increase in the number of leads that are actually converted into customers, deals and profits. Your employees will be more organized and time-efficient as well. This means that you will be able to handle more business too, which will naturally produce more referrals as family and friends ask each other for advice.

You pay for the leads you get because they often contain valuable information and help you hook up with the customers looking for your services. Don't stop there at trying to expand your business. Make the most of your money by managing your leads well.
About the Author
Now that you have a basic education in lead management, look for the assistance and tools you need to get started. Leads360 (http://www.leads360.com) can help your company get on the ball. The author, Art Gib, is a freelance writer.
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