- Identify the different stages in your lead management process in order to implement an effective strategy for dealing with each one
- Make sure marketing and sales share open communication and are totally clued in to the leads funnel
- Recognize the clogs or the stall zones and help reps move more leads up than down
- Check-in with reps’ progress and take note of issues they are facing
- Use tracking mechanisms (not just technology!) that keeps your team in the know e.g. competitive metrics and ROI calculators
- Implement discipline (compliance) as well as incentives for meeting timelines and deliverables
- Restructure the pipeline as you go along the process
A sales function is typically driven by ‘how much’. But remember it’s the ‘how’ that comes first in pipeline acceleration. Give your team a proper process to work with, capture their progress in relevant data and show them how to use it to make the most of your lead generation efforts.
