Why cant your sales team handle internet and phone leds effectively?

Jamie Pilson
Two questions. One, if we didn't have a BDC how could our sales team effectively handle incoming leads. Any suggestions on systems that can work. Two, is there a system that combines a smaller BDC (less personnel expense) and your sales team to handle all incoming leads. Thanks for the help in advance!!!
Megan Barto
Which CRM are you using?
Chris K Leslie
You need to create a follow up process that you feel is effective. Without that everyone is swinging in the dark and not sure whether a lead is cold, warm hot or whatever. Also, your team will never get good at anything unless that have lots and lots of practice doing the same things over and over again. Once you have your process than you can place people in positions that share your vision your goals and your ideals of what the process should be. In order to get good at something you really need to go through the 4 stages of competence. The four stages of competence 1. Unconscious incompetence The individual does not understand or know how to do something and does not necessarily recognize the deficit. They may deny the usefulness of the skill. The individual must recognize their own incompetence, and the value of the new skill, before moving on to the next stage. The length of time an individual spends in this stage depends on the strength of the stimulus to learn. 2. Conscious incompetence Though the individual does not understand or know how to do something, he or she does recognize the deficit, as well as the value of a new skill in addressing the deficit. The making of mistakes can be integral to the learning process at this stage. 3. Conscious competence The individual understands or knows how to do something. However, demonstrating the skill or knowledge requires concentration. It may be broken down into steps, and there is heavy conscious involvement in executing the new skill. 4. Unconscious competence The individual has had so much practice with a skill that it has become "second nature" and can be performed easily. As a result, the skill can be performed while executing another task. The individual may be able to teach it to others, depending upon how and when it was learned.
Michael Smith
A sales team can handle leads if you can keep it to a manageable number. I.E. you do not want more than roughly 100 leads going to each sales person. Once that number grows you have a diminishing rate of return. If you were to run with sales people handing leads they need to be dedicated and quality of work has to be consistently checked. Pros: Customer is working with same person start to finish. An elite internet sales person can close at 25% or higher per 100 leads. Cons: Most sales people are birds of prey and do not do a good job following leads thru the sales cycle.
Jamie Pilson
Is anyone using a model with an internet manager that distributes leads, holds salespeople accountable to the process and assists with maintaining the CRM. Seems like we could identify the people on each showroom floor that are willing to meet the standards we set provide them with these leads and have a single manager that monitors the entire process with the support of the sales management team.
Emily Salamone
@jamie - we currently are using the model you discussed and it works great. To start you have to have a process in place, then train...

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