From sales leads to cash in the bank

Taking a sales lead and converting it into an actual sale often requires a lot of hard work and persistence. It's a process many businesses get wrong.

This is an excerpt from Business Spectator’s new short course on sales strategies. Click here toread the rest of the article, plus the remaining nine articles in the course.
How to manage sales lead conversions

Maximising sales leads to convert them to actual sales is vital, but many businesses get this wrong by not having adequate processes and systems in place.

Having gone to the trouble of actually sourcing a sales lead, the ultimate test is turn that lead into hard revenue.

Have proper systems in place

Taking a sales lead and converting that into an actual sale often requires a lot of hard work and persistence. A lead can often take months before it becomes a sale, and in some cases it can take a year or more. Having good lead tracking systems in place, that record details such as the first contact point, what was said to whom and when, the next contact point and so on, is vital in being able to progress a lead through to conversion. There are a range of software programs out there that can do this these days, which allow users to record details, set reminder alerts and which even send automated emails to the lead targets after a designated period of time ...

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