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If you’re into sales, the following questions would surely be at the back of your mind.
- Is your firm’s sales cycle operating smoothly?
- Are you aware of all your existing leads in your pipeline?
- Are there any upcoming activities with respect to any particular lead?
- Who all are assigned to those activities?
All of this is an integral part of Sales Management. Unfortunately, not many companies focus on actually taking care of the customers; sweating it out just for the revenues to kick in. And I don’t fault them, because of the cut-throat competition & the demand to perform with less time.
Managing your sales effectively isn’t easy! It never was & never will be. However let’s clear the air around it, which says sales management is only about monitoring & managing all your sales representatives. With time, things have moved way ahead of just that.
The modern-day market demands you to plan everything smartly, set goals and thereby track the results at the end. Anything less than this is simply not acceptable.
Now, the question arises: Why some managers fail despite the best of their efforts?
Most of the times their failure has nothing to do with the quality of leads or their own abilities. The biggest reason turns out to be ‘Lack of Focus on Lead Nurturing’.
As per a study by Demand Generation, nurtured leads give rise to as much as 20% more sales opportunities than the non-nurtured ones. Marketo says that well-nurtured leads generate as much as 47% more sales.
Hence, the key is to prepare a proper lead nurturing plan, execute it & then measure the results at the last. Only by following a correct & efficient plan, you’ll give yourself the maximum chances for deal closures.
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