Why Don’t Sales Reps Report Back on Leads?
In a recent post about the importance of providing feedback on leads, commenters Karen Swim and Ricardo Bueno prompted the question, why don’t sales reps provide feedback on leads?
What do you think? Here are a few ideas that come to mind.
Poor organization. Sales people who really work at prospecting tend to have more projects going than they can keep track of. There were times when I opened an account I was sure came from a personal lead, but couldn’t for the life of me remember where it came from. I should have maintained a lead source spreadsheet — can anyone suggest a good system for doing that?
Fear of disappointing. When a lead turns out badly, a rep may not want to admit defeat or give the lead source reason for embarrassment. No need to worry! Everybody knows in sales, batting .300 is outstanding. Lead sources don’t expect every lead to work out.
Lack of appreciation. This is the bad one. If a rep is so focused on closing deals he or she doesn’t remember to say thanks, success will be short lived.
Thank you for visiting Word Sell, Inc. My blog features lively discussion on marketing, writing, and business blogging.
[…] Domas Mituzas wrote an interesting post today onHere’s a quick excerptIn a recent post about the importance of providing feedback on leads, commenters Karen Swim and Ricardo Bueno prompted the question, why don’t sales reps provide feedback on leads? What do you think? Here are a few ideas that come to … […]