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We've grown very quickly as a company, and our sales team used to have the pick of the leads / sales enquiries without having to do to much proactive sales.
However, we are now pushing more growth and need be able to identify easily where a lead goes...
In your experience is it done by geography? Product category? Industry type (end user)?
I'm open to people's views here as whatever we end up doing we're going to pi$$ off the existing sales team and I want to do that as little as possible.
Unfortunately whilst our 'Sales Manager' (I use Manager loosely) is cracking at selling, he won't address this.
A true curse of sales-related industries is when good sellers become bad managers. Geography is usually the simplest way to allocate leads/territories but often is unfair and leads to many squabbles over who owns Great yarmouth for instance.
In the spirit of reconciliation and happiness at the end of the Banter Era (RIP) and as a result of promotion I have cleared out my ignore list. Look forwards to reading your posts!
Thereafter either get a specialist profiler or simply get the team to self-generate cold leads > which would use their existing skills / experience / strengths
When I clicked on your post there was an ad next to it about making you sales director your best friend. No doubt you will have something similar when you read this. Thesemarketing types are getting too clever for their own good.
obviously it’s difficult, otherwise our Sales Manager would have done it but there’s a couple of points you could consider
Does your business support segmentation to business types, if so split the sales force accordingly If it’s going to be geographic the strict post coding will keep the disputes to a minimum
I would consider getting the sales force together to agree a system between them - yes it’s risky and would potentially undermine your SM but an imposed system often causes more resentment
Also as Chico has pointed out, great sales people don’t necessarily make great Managers, so I would consider creating a senior sales role for your SM ( yes it’s difficult but he is not managing) and putting in place a management structure and/or people which would take over the bits he can’t do
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If you work in sales how are the leads dished out? How is your territory split? on 11:37 - Jan 24 with 1554 views
If you work in sales how are the leads dished out? How is your territory split? on 11:11 - Jan 24 by Pinewoodblue
When I clicked on your post there was an ad next to it about making you sales director your best friend. No doubt you will have something similar when you read this. Thesemarketing types are getting too clever for their own good.
I am one of those 'marketing types'... I want to make sure my leads are dealt with properly!
If you work in sales how are the leads dished out? How is your territory split? on 11:07 - Jan 24 by chicoazul
A true curse of sales-related industries is when good sellers become bad managers. Geography is usually the simplest way to allocate leads/territories but often is unfair and leads to many squabbles over who owns Great yarmouth for instance.
Yes, you're right - seen it many times.
Thanks for your tips, Geography is the obvious one - but as you say not everybody will be happy.
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