May Tip of the Month

Wanna Turn Leads Into Sales? Don’t give them to your sales reps!

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 CRM’s and on desks all over the world.