Is your sales team equipped for the sales follow up?

by Dec 6, 2016Appointment Setting, Sales

Is your sales team equipped for the sales follow up?

If you had to do some serious introspection, would you confidently say that your sales team is equipped for the sales follow up?

Three truths about sales follow ups:


[Image: Lead Simple]


1. 43% of salespeople give up after only one follow-up.
2. 80% of prospects require at least five follow-ups before they buy.
3. 50% of leads are qualified, but not yet ready to buy.

From these truths, we can see that the sales follow up is essential to success. But how do you know if your sales team know how to follow up on a lead?

Businesses should develop best practices on follow ups.
If salespeople do not receive processes on how to follow up on leads, they may not know how to do it effectively.

Businesses should develop best practices on follow ups, then train its employees to master them.

Here is a follow-up procedure that can form the basis of your best practices. Obviously, you will need to customise it to your operations:

New Lead comes through

• Lead contact information goes into CRM system
• Autoresponder email generated to thank the prospect for inquiry
• Marketing material sent (blog, free trial, catalogue, product information, etc.)

One Week Later

• Sales person calls prospect and qualifies the lead.
• Automatic email sent to prospect – benefits of working with your organisation and link to a blog, catalogue, product information etc.
• Lead is assigned a status in the CRM system.
• If this is a hot lead, begin sales conversion process.

One Month Later

• Email sent to remind prospect of offer deadline.
• Sales person calls to remind prospect about promotional offer
• Sales person gets purchase timeframe

In addition, every sales department should have a lead management process. What is a lead management process?

The Lead Management Process

This process helps the sales department to manage leads better. It controls the entire lead system and makes sure that follow-ups are made.

It has four elements:

1. Lead assignment and acceptance. You should have a lead acceptance process on the CRM. Don’t assume that sales reps want to deal with all types of accounts. Assign leads, and allow them to accept or reject a lead. Make sure that sales reps have a minimum number of leads that they should accept every month in their KPI’s to avoid lazy employees.
2. Automatic follow-up reminders. Set up automatic reminders for the sales team. For example, by week one he/she should receive a reminder to call the prospect and follow up on the offer.
3. Automatic email campaigns. Set up automatic triggers on the CRM. For example, if a prospects status changes to “interested”, he/she is automatically sent a brochure.
4. Re-assignment of leads. If a sales person fails to attract a lead after a certain number of attempts, throw it back into the general lead pool and assign it to someone else. Sometimes you can get success just by changing the sales rep.