Why? Because 80% of leads that come in are NOT ready to buy anytime soon. They are inquiring.
So what? Let’s look at the make-up of a sales rep:
- Skill: Sales reps are better at closing deals vs. nurturing long term relationships.
- Focus: Sales reps focus their time on closing deals vs. nurturing long term relationships.
- Preference: Sales reps prefer to focus their time on closing deals vs. nurturing long term relationships.
- Compensation: Sales reps are paid when they make sales – not nurturing long term relationships.
- Management Pressure: Managers are focused on what the sales rep closed – not what they are nurturing long term.
Now you understand why long-term leads often rot in CRMs and on desks all over the world.
Want to know more? Here’s the link to the full article!
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