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Sales lead Tracker: Why you need more than an excel template or CRM

Today, most sales teams are constantly striving to improve their processes.

They are also constantly looking for quality leads.

An effective sales lead tracker meets both these goals and beyond…

By having a lead tracking platform, a sales team would have enough opportunities and effective workflow to consistently meet its goals.

At this point, you may consider your sales team to be a high performing unit.

But, most sales teams are facing a rather stark and dim reality. Most sales teams struggle to discover high-value opportunities in a consistent basis. Usually, they fail to leverage most of the acquired leads.

In the end, tracking and following-up on different leads could end-up as an exasperating process.

In this article, we’ll see how a sales lead tracker could improve your overall sales operations. Also, we’ll look into the inefficiencies of your current sales lead tracker such as an excel spreadsheet or CRM platform.

In this article, we’ll see how a sales lead tracker could improve your overall sales operations. Also, we’ll look into the inefficiencies of your current sales lead tracker such as an excel spreadsheet or CRM platform.

Why Sales teams continue to waste potential closures?

Today, most sales teams have less than ten percent lead to sales conversion. This means that most sales teams continue to waste more than 90% of their acquired leads.

Usually, there’s a significant leads drops-off during each stage of the lead prospecting journey.

In other words, you can say that most sales teams carry their leads on leaking buckets.

In this situation, actually converting an initial 10% of the leads into customers could be considered a great performance.

Needless to say, this way of driving your sales process could possibly irk-off a significant portion of your customers. Even more, it could harm your business by possibly driving away your future customers.

On the other hand, a sales strategy based on prospect engagement achieves these chief objectives.

  1. Achieves more 1:1 prospect engagement.
  2. Better engages with leads for potential future closures.
  3. Educates prospects to learn more about the deal.

Once the sales mangers realize this problem, they could go-out looking for better tools to manage their sales process. Most probably they’ll try to pick-out the sales CRM software that’ll help close more deals. But that won’t resolve the core problem either….

On the other hand, a sales strategy based on prospect engagement achieves these chief objectives.

  1. Achieves more 1:1 prospect engagement.
  2. Better engages with leads for potential future closures.
  3. Educates prospects to learn more about the deal.

Once the sales mangers realize this problem, they could go-out looking for better tools to manage their sales process. Most probably they’ll try to pick-out the sales CRM software that’ll help close more deals. But that won’t resolve the core problem either….

“Five minutes response” The Golden rule for sales response

As per studies, all potential leads should be effectively responded within the first five minutes of the initial reception. I.e even if the transaction doesn’t happen on an immediate basis.

Let’s think about this for a moment.

It begins with a particular user checking-out different real estate projects. At this point, the prospect may not be immediately ready to make the investment.

Also, any attempt to close the deal could be irritating to most of the lead.

Instead, the sales team should have an effective strategy to qualify ready-to-purchase prospects and engage with the rest of the leads on a long-term basis.

For example, one could start by trying to engage with the acquired sales leads.

With this in mind, you can almost state that reaching-out to the right sales leads could be most important step at lead prospecting.

Excel templates can be cumbersome

Even as late as a few years ago, most sales people were largely using excel templates to manage their sales prospecting. And, as the proverb goes old habits die hard.

Most excel templates are too complicated and requires specialized training. Also, you can easily miss-out on tiny errors that ends-up accumulating into enormous mistakes.

Thinking about this, you can say that it’s time for even 2005’s most sophisticated excel template to take its final bow.

Instead, the modern sales teams need to think beyond excel for its data management requirements.

Often, the sales teams need to come-up with reports with useful insights about their sales process. Most often, these reports requires aggregation and management of different sales process.

In turn, this could mean that the sales team needs better tools than excel templates for a better sales accountability.

Sales CRM isn’t the end-all solution

In the recent years, the sales CRM has almost become synonymous with a sales management solution. Most sales managers look up-to the different CRM vendors in their market for their lead tracking solution.

But this has a critical issue.

As it is, most lead management solutions are built to sales teams. They are ideal to manage sales team members and segments of customers.

You can manage individual employee performance reports that include targets, upcoming meetings etc…You may even drive targeted email / SMS campaign to individual users.

But they aren’t essentially geared to manage personalized customer interactions.

In this situation, the sales CRM could lead to your business loosing much of its traction.

How a sales team can close incrementally more deals?

As such, we have examined the limitations and expectations of an ideal sales lead tracking system. More than fancy analytics or predictive system, we need to sift and filter-out all the inbound website leads.

For this, you need to effectively receive and respond to all your sales interactions.

In this place, a sales lead tracking system maximizes you effectiveness of managing your existing website traffic. By segregating and figuring-out the most lucrative opportunities of your website traffic, you can make the most effective steps to improve conversions.

In this way, this will help you maximize your website revenue without making any other alternative changes.

Actually, we can help!!

As we discussed, most sales management solutions most focused on trying to figure out the best way to sell to a lead. There’s something that’s equally important.

That’s the right time to sell to a lead.

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