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Where and Who Do You Distribute the Leads?

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Where and Who Do You Distribute the Leads? Powered By Docstoc
					Where and Who Do You Distribute the Leads? There’s no question about it: anyone who is practicing lead management should also know how to do lead distribution. It means that the leads will be worked on by persons who can best convert them to customers to the business. However, this doesn’t erase the proverbial question of where and who should get the leads. If something goes wrong with the lead distribution, there’s a huge chance that the planned conversion rate will not be reached. Worse, the entire lead management campaign will fail. Just to make sure that the leads are not wasted, here are some of the ways on how you can distribute your sales leads: 1. Let the nearest sales office work on them. If you have branches located in different cities or states with leads living within these areas, you can just give them to the sales agents who are found in these offices. It will be very convenient for them to set up appointments with these leads. You also have to remember that geography may have an impact in their purchasing power. For example, leads who are living in Texas cannot afford any product that could be more than a hundred dollars because of their low cost of living while those who are in New York may have the ability to do so. 2. Allow the dedicated sales group to handle them. If you have different product lines, there’s a huge chance that you also have various sales group, each of them trained to handle a specific product or service. A company may have various sales group handling different product lines. You can give them the leads who may be interested in getting such product or service. Because of their extensive knowledge, expertise, and experience of this product line, it will be easy for them to persuade these leads to buy something from your company, if not set up an appointment for a demonstration or presentation. 3. Give the leads to managers and supervisors. You may have some highvalue leads. These are actually people who may be truly interested in getting your products but still need more push to be convinced to do so. These can also be individuals who will be raking in profits for the company. If they are not obtained, then the business may suffer. Rather than allow the sales agents to work on them, you can let the supervisors and managers to do this. Not only do they have the expertise, but they also sound authoritative and more credible than the sales staff. It becomes convenient for your leads to trust them. Should the Leads Go to the Sales Staff? Leads can also be distributed to the sales staff. But there are a number of requirements that need to be met. First, they must not only be high performing, but they must show the capability of handling complex leads. There are some

sales agents who are so good in working with specific leads but fail miserably if they’re given with a whole new set. There are also others who can perform better if they are working with their own harvested leads than those that are just handed out to them. There are two known ways on how to distribute your leads. You can do it manually, or you can make use of lead distribution software. What is important, though, is not the method but how the leads are actually distributed. There should be sense of accountability, so it becomes easier for you to pinpoint who should be responsible if ever the conversion result is dismal. By this, it may be more convenient if you can allow a sales group to handle the leads and just let the head distribute them to his subordinates. Content provided by: www.leaddistribution-info.com Visit our lead management software sponsor: www.leads360.com


				
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posted:12/19/2008
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Description: There’s no question about it: anyone who is practicing lead management should also know how to do lead distribution. It means that the leads will be worked on by persons who can best convert them to customers to the business.
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