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.