Why does sales not follow-up on leads as much as you’d like them to?
The conflict between sales and marketing is always a hot topic in every organization.
Have you ever thought what might be the reason behind it?
Most of the marketing teams claim that the sales team is not following up the leads. Sales teams claim that the quality of leads is low. But the problem isn’t the sales team or the leads. Marketing plans of underperforming companies are not made considering the sales team capacity. The tedious marketing efforts always bring high-quality leads and the leads are handed over to the salespeople who already have too much on their plate. Sales struggle to follow-up the new leads while they already have cold, warm and hot leads in their pipeline.
To solve the issue you need to:
1. Determine the sales capacity
2. Develop a budget based on the capacity
3. Allow sales to spend time on selling
Determine The Sales Capacity
I ‘m handling 1000 leads per month- Wow! I was surprised to hear this from the sales rep of a company. I wonder how that superhero handles those leads. Yes, we all know that the selling motion of the product depends on different factors from the product or services you’re selling to the buyer you’re selling to. But still manually handing 1000 leads per month is an impossible task when the market average always lies somewhere in between 100–400 leads per month per SDR.
For calculating the sales capacity you will need to look into your company’s historical sales data and see how much time a salesperson spends per lead. Leads won/closed needs to be assessed closely to get the best numbers.
Develop A Budget Based On The Sales Capacity
Once you have set up your sales capacity you need to develop a plan according to your resources. Some of the companies plan their sales capacity from Top down, Take the goal and build a model that lists your current team, their quotas and then add (in a staged manner) the famous TBH’s (To Be Hired) to get enough quota coverage to hit the goal. But I would suggest the Bottom UP approach- Look at your past performance (actual data), new information pertinent to the coming year, your rate limiting factors, and build out a model to predict how much you can do.
When your sales plan is created Bottom Up your marketing team exactly knows what the capacity of the sales is and they can adjust the MQLs accordingly. This helps the SDRs to focus on the leads which they are handling and generates maximum productivity.
Allow Sales To Spend Time On Selling
What? That’s what my sales team is doing!
No, they are not; your sales spend most of their time prospecting the leads and converting them to SQL. Let your sales focus only on the hot leads, automate the prospecting with the help of artificial intelligence and your sales can completely focus on sales-ready opportunities.
SalesboxAI has developed our Sales Avatar to fulfill the sales goals. With the help of artificial intelligence and machine learning, AI-Avatar can engage in real conversations with relevant content to the prospects. AI-Avatar identifies the hot leads and engages with them in multiple channels, once the sales opportunity identified it alerts respective SDR. The sales team can identify the nature of the lead and other details of the lead from their Avatar, allowing your sales team to focus on contacting sales-ready leads.
Schedule a demo to learn more about our AI-Avatar