Managing your leads –Part Two
Having a stack of leads that were likely to close was like handing a huge commission check to cold callers that were considered the best. As with many sales people, what you did with these leads meant the difference between having the respect of your co-workers and management alike or being considered washed up and on the way out. It was a dog eat dog environment. I was one of those people who had the coveted leads. Not a lot and certainly not more than anyone else but enough to get me promoted to management. Or in other words the guy in charge of handing out the leads. While I never abused my power by giving myself more of the better leads than I did everyone else (which is a sure way to tick off your staff by the way) I did manage to make sure I had enough to keep my position thus insuring my success (I’m not stupid). I want to be clear about something. No one wants to wind up with a stack of leads that have been worked but don’t have a great track record of success. The key is to pepper your stack with leads that will insure your success t some degree. Keep in mind that a great deal of cold calling ahs to do with psychology; not only with making the call itself but also in how the leads are handled. If you give a cold caller nothing but great leads and they close every one of them you are sure to have a cocky and slightly lazy Prima Donna on your hands. You also miss out on some leads that aren’t considered hot now but could ultimately be developed into hot leads On the other hand if you only give the leads with a history of wrong, disconnected numbers or not interested parties it plays havoc with your cold callers confidence. You’re also shooting your sales campaign in the foot. The trick is to make sure your cold callers get a little of both kind of leads.More tips next week..