+ RSSQuantity Or Quality. The Truth About Sales Leads
A major concern of the directors of companies selling products through consultative selling is the detection and generation of qualified business opportunities, also called leads.
The command of companies is that Sales Executive uses more time to address the opportunities ready for sale. The pressure that falls on the Sales Department of a business often forces sales people to ignore the opportunities that are not relevant in terms of providing immediate billing. In other words, the quality of the Sales leads is more important than quantity. Sales leads are even more important considering how scarce and costly Commercial Sales Executives are.
Does the Marketing Department give your Sales Department qualified Leads? If you are responsible for marketing, are you really delivering quality sales leads to the sales department or are you just giving the information of customers who called for more assistance? There is a big difference. A query is done by someone who is concerned about requesting information and needs some assistance. But a sales lead is not a sale until it has been described.
If customers asking for information are sent to interested sales team without qualification, many of them will not be ready for the business executives trying to close a business. And this time is lost trying to close that sale.
One of the biggest mistakes people make is delivering sales leads without proper training or skills. When opportunities are handled without a methodological process of qualification, the sales people become skeptically of marketing.
More is not better, quality is not quantity. More than one Marketing Manager thinks that generating more opportunities is the key to achieving the objectives of billing. This is not necessarily true. In fact, many companies need to improve the management process and qualification opportunities of sales leads. The characterization of opportunity is the key to building a healthy sales pipeline.
