Maximizing Leads

Here are a few ideas that'll help you maximize your sales leads, and transform them from prospects into customers.

Program Management
Appoint a program manager to ensure that each step of the sales process is supported and completed.

Lead Qualification
Quality, not quantity, is key when it comes to leads. So use one or several methods to pre-qualify inquirers.

Sales Force Motivation
If you refer leads to an outside sales force, be sure the sales reps "buy into the system" and follow up on leads.

System Management
You need to decide whether an in house or outside lead management and fulfillment system is best for you. Among factors to consider are: personnel, training, facilities, equipment, contact management software, and all the costs these will incur.

System Analysis
Measurement and reporting are necessary to be sure you're maximizing the leads you generate. Be sure all the inquiries go into a database, which then provides a wealth of information for reports.