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Topics Covered: <a href='/resources/search/?query=Software'>Software</a> | <a href='/resources/search/?query=Customer Relationship Management (CRM)'>Customer Relationship Management (CRM)</a> | <a href='/resources/search/?query=Lead Tracking'>Lead Tracking</a>
Sales Leadership
Sep 1, 2009 | Garret Lloyd lock

According to a recent survey, businesses are able to find prospective clients, but during the sales process most leads aren't followed up on. Many businesses are losing out on significant business potential because of the lack of follow up. The question is: what are you doing to insure you aren't losing business because of lack of follow up on your sales leads?

The answer lies in a lead tracking and sales lead management system where an existing database of clients is consistently monitored for potential business and value added services.

Every business has information on their clients, but it is often scattered among disconnected databases, personal emails, and spreadsheets. What's missing is a system that allows companies to consolidate this information, evaluate it and consistently act upon it. The problem is not one of lacking potential clients but rather the lack of an efficient sales tracking system to nurture them.

That is why more businesses are turning to sales lead tracking - a vital part of Customer Relationship Management. The role of lead tracking is to consolidate, maintain, assess and manage sales leads. By evaluating sales leads and the needs of potential clients, you can determine which deserve more sales resources. You can identify those leads that are occupying your resources without adequate return. The idea is to allocate fewer resources on prospects that are further out in the sales cycle.

In today's business environment tracking sales leads helps convert more leads into sales. However, sales people like to be where the action is: making sales rather than tracking leads. Once a sales lead tracking system is introduced to the sales organization it becomes a critical component to increasing sales. The lead management system is where the action is.

Sales lead tracking software and sales lead management software can take the hard work out of the follow up process. By keeping track of buying behaviors, past projects, customer feedback, customer profiles, queries and interests, you can focus your efforts on your most important clients. It just makes sense, better lead management means more sales.

Coming back to the original problem of losing track of long-term sales opportunities, while the sales organization knows the importance of keeping tabs on sales leads they have no incentive to focus on anything long term. Sales reps are measured and compensated on short-term results. They know that many sales leads can be converted into potential clients but they earn a living on what they sell today. A sales lead management system solves the problem of short-term focus by keeping track of customers and nurturing them until they're ready to buy.

If you still haven't tried lead tracking software and sales lead management software, don't you think it's about time you gave it a try?

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