This is the second half of an article on managing sales leads effectively. This half will focus on holding your sales force accountable for following up on leads, as well as analyzing your company's performance in this area. According to the first half of this article, up to 80 percent of leads you pass to sales fall through the cracks.
Manage sales performance with easy follow-up and clear expectations.
Sometimes it takes more than a good lead and information to get salespeople to follow up, and then to report on what they do with a lead. You can increase the odds of effective follow-up and reporting by giving your sales team tools that make it easy to call on a prospect and record the status.