Keeping track of your company’s sales leads is crucial to your success. It will allow you to know who, what and when for future endeavors.
While keeping track of sales might be difficult and baffling, doing it effectively can provide useful improvements in methodology and insights.
Depending on the specifics of your business, many effective methods exist for tracking leads and customers.
1. Prepare an Email Sequence
Send an initial email followed by two or three additional emails if the lead does not respond. As your sales team makes the calls to the sales leads, they should keep track independently. The email sequence can be used as a reference and will be kept up to date.
It also makes it easier for them to follow up with future contacts that were not able to respond in the beginning and had given you a dead end.
2. Use a Sales Customer Relationship Management (CRM) System
A CRM system is a database containing all the information about your company’s leads. The most popular CRM system is SalesForce because it is widely used by business owners and has many features that are very helpful in managing and tracking your leads.
With this, you no longer have to make notes on a paper diary. You can have an online portal where you can keep all of your prospects’ details for future reference.
3. Schedule Follow-Ups
Scheduling follow-ups will allow you to venture into the conversation again and again until you get a formal sale. It is not enough if your salesperson lets a lead go because they feel they are not worth their time.
You must send a curt reminder to the prospect and a reminder of how many days have elapsed since the meeting was held. It will help to keep track of your leads.
4. Create a Contact Sheet
A contact sheet is one way to organize a company’s sales leads. It can be created using Excel or Google Sheets and lists each lead’s names and phone numbers.
It also includes sent columns for the lead’s company name, job title, email address, date of contact, date of response and follow-up date if you plan to keep track of this information.
This contact sheet is a good way to manage your sales leads, as it allows you to track each lead with more detail than a simple spreadsheet.
5. Track the Pipeline
The sales pipeline is a simple way to track sales leads. It will allow you to know how likely your prospects are to purchase if they are in an initial stage or have already made a purchase.
You can create categories and put your prospects’ names according to their willingness to buy and how likely they are to buy and their role.
Sales leads are a company’s most important asset. Sales leads need to be properly organized and managed if a company is to expand and maintain its current level of performance. Because of their potential volume, sales leads need methodical management.