An article on HubSpot really resonated with me as I’ve been on both sides of this coin. If you’re a marketer that is frustrated with your sales team, then here’s some good insight for you to consider.
So you’ve spent a ton of time and energy building the sales funnel for your sales reps, but they are not closing the deals. Don’t be discouraged!
Assuming that you have done a good job with Leads Management and you have a nice flow of qualified leads, all hope is not lost. The main reasons that your sales team are not working your leads are:
- They do not see the leads as being high quality.
- They are being overwhelmed with leads and can’t work them all.
In the event that sales is on target with determining which leads are low quality, kudos to them! If this is the case, they are maximizing their efforts on leads that have the best chances of closing.
If the issue turns out to be the fact that they simply can’t keep up with all the in-bound generated leads, then kudos to you! Do not stop what you are doing!
5 valid points on lead generation that you should take into consideration:
- Your sales team will be working leads that they feel are the strongest. Providing them with enough options gives them more room to pick and choose the leads they think are the best to close.
- If your sales team is working hard to close deals, but they’re coming up short, then chances are they are not identifying the high quality leads. Step up and help them identify the strong leads and don’t get fixated solely on the number of leads you’re generating!
- Ensure the leads that you are sending are ready for the sales team. Do your due dilligence to nurture the lead until it is qualified and ready to be sent to sales.
- Keep building the funnel, regardless if the leads are ready for sales or not. What’s not good for February may be great for April! Nurture the lead!
- When you are consistently generating leads, you are more engaged with your audience and they are talking about you. This is a good thing!