Building a Sales Lead Tracking System

Today’s small business owners and corporations have sales representatives spread across the country and around the world. It is critically important from a corporate and sales management position that sales leads are managed. Companies spend enormous advertising budgets on TV, radio, Internet, trade shows and flyers and fail to properly track sales leads.

Major reasons companies are looking for a web based sales lead management tool.

1. Determine sales rep success and follow-up.
2. Find out if the advertising is generating the right type of lead.
3. What customer feedback can we receive from our sales lead system?
4. Management can quickly rollup leads and quotes and provide accurate sales forecasts.
5. Sales lead management tools allow companies to determine potential markets or territories they may want to put more focus towards.

Major Reasons Sales Lead Management Systems Fail.

1. Lack of training for independent sales reps and corporate sales reps.
2. The sales lead tracking system is complicated and to time consuming. Reps will not use it.
3. Corporate objective and purpose of the web based sales management software is not communicated to the sales reps.
4. Realistic objectives are not set.
5. Sales reps need to know the system will work for them.

Some questions to consider when building your Sales Lead Tracking System.

1. What information should a lead contain?
2. How many leads can one sales rep handle?
3. What web sales management tools or sales reports do we need?
4. Who will be in charge of updating the system with leads etc.?
5. How many reps will be on the new sales lead system?
6. What sales increase or sales management efficiencies do we hope to achieve with the new system?

Final Comments – Build a Lead Tracking System Your Sales Reps Love!

A major consideration when building a sales rep lead tracking system is growth and advertising effectiveness. Companies spend a small fortune on TV, Radio, Newspaper and Internet advertising. I speak small business owners every day that can’t get a handle on the effectiveness of their advertising dollars. A proper web based lead tracking system will provide these reports and answers. I think if you are doing research on lead tracking systems you realize the need, its finding the right solution for your sales reps. With over 20 years sales and technology experience if the system is not user friendly and easy to update the sales reps will not use the system. The number one reason sales or lead tracking systems fail or de-motivate reps is the learning curve and time it takes to update. Your number one goal should not be to monitor reps but enable them with a system that will increase their sales and closure rate. Any sales software must achieve this end result or it has failed.

Email us at info@ftpfiletransfermanager.com with details on what you need in a sales lead tracking system and we’ll email back a customized quotation.