Manageable number of leads per salesperson.

Aleksey Gubanov
Does anyone have links or information about this topic? I would like to find a study about this.
Jim Bell
I haven't seen any studies on this at all. My internet team is taking i-leads and floor traffic. I have found that their sweet spot is between 40 and 55 depending on the person. Hope this helps a little.
Randy Taylor
I think it depends on what the salesperson does with the lead. Working a lead, start to finish, between 70-80. Working the lead but not "doing the selling", i.e., simply making phone calls and sending email, still trying to establish a number on that.
Jim Bell
My guys do take then cradle to grave. They can handle more, but my closing rates do go down. Therefore my 40-55 being my sweetspot. It is different for everyone though.
Bryan Armstrong
I suggested in an earlier blog that 80 would be the max.I tend to agree that 60 is optimum to ensure proper follow-up during the ever elongating sales cycle and prevent "skimming" or "cherry-picking". This strategy allows me to maintain an 18.7% closing ratio of all leads on a rolling 3 month average with peaks as high as 26%.

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