In last month’s blog, we discussed effective strategies for job design and role responsibilities in sales. Better hiring, easier training and more productive employees is one benefit of putting people in the right places within your organization. Not only is effective design good for your company’s revenue, but it’s also critical to providing really good customer (and prospect) service.
​​Now that the responsibilities are in-line, let's look at ways to most effectively manage the day-to-day. And, we'll identify key investment areas to increase efficiency and sales.

A missing piece in many sales organizations is an effective back-end process and proper workflow. Just like in manufacturing or product development, it’s important to ensure maximum activity, focus and quality throughout the sales cycle. Here are some ways to ensure you’re making the most out of your sales and marketing investment to grow business and acquire new customers.

Sales Process, Operations and Technology

Process: Best practices

• Lead management - It’s been said that it takes an average of 7 attempts to convert a lead into a customer, yet the common salesperson only contacts a lead twice. An effective lead management process can double or triple your current marketing return on investment. Lead strategy includes determining the correct calling frequency and time, how quickly you call an inquiry upon receiving it, when you leave voicemails / send emails, and how you properly sort through your uncontacted leads to continue to generate new conversations and potential business. Incorporating marketing automation into your lead management strategy will help your sales team strategically target the right prospects, at the right time. We’ll discuss this below.​​