How to Manage Sales Leads

Mastering the management of sales leads can mean a lot more money in your pocket. To effectively manage leads, you must have a means to track them and study the data to find your most effective sales techniques.

Things You'll Need

• CRM software

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Suggestions

1. Find a CRM (Customer Relationship Manager) system that works for you. There are many to choose from, and it could be your most important decision. If you cannot afford one, use a basic spreadsheet to track your leads. At a minimum, track the leads' contact info, how they found out about you, estimated sales amount, probability of closing, and a record of all communications and actions.
2. Nurture the relationships. Sales don't always happen instantly, they take time. Build a relationship with your lead. Give them the information they request in a timely manner. Check in on them frequently without pushing them away
3. Study the data. Look over your data and find out what works and what doesn't. Where are most of your leads coming from? This will help you decide where to focus more of your attention. How long does it take to turn a lead into a sale? This will help you track your sales cycle and predict how long it takes. What is the average price of a sale? What type of clients spend a higher amount? The answers will direct you to your most effective sales techniques.

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