Decisionmaking Usually Occurs at the
Posted: Wed Jan 22, 2025 4:01 am
Elena Chernova, Sales Director of the Algorithmics franchise in Russia and the CIS, explains why sales managers' productivity is falling and what preventive measures can be taken. Subscribe to RB.RU in Telegram Unfair distribution of new customers and leads, and lack of transparent reporting When managers work with incoming traffic (especially if bosnia and herzegovina telegram database its volume is limited by the marketing budget), it is important for them to understand the principle by which incoming leads are distributed.
Therefore, it is necessary to decide on the following questions: Do all managers get the same number of leads or do the more experienced ones get a certain percentage more; managers of any qualification or higher work with high-category leads (more inclined to buy); what happens when a client who was previously worked with by a different manager comes back, etc.
Lack of transparency in the distribution of clients, lack of information about who received how many leads, what conversions each manager has - all this can give rise to speculation and rumors, and this is a direct path to an unhealthy atmosphere in the team. Advice: information on how incoming traffic is distributed should be clear and open to managers.
Write down these rules and place them in an accessible place. It is also necessary to write rules for working with repeat requests, since clients may disappear and then return with a new request. There is a risk that when they call, they will get to a new manager who is not aware of the client's history of communication with the company.
Therefore, it is necessary to decide on the following questions: Do all managers get the same number of leads or do the more experienced ones get a certain percentage more; managers of any qualification or higher work with high-category leads (more inclined to buy); what happens when a client who was previously worked with by a different manager comes back, etc.
Lack of transparency in the distribution of clients, lack of information about who received how many leads, what conversions each manager has - all this can give rise to speculation and rumors, and this is a direct path to an unhealthy atmosphere in the team. Advice: information on how incoming traffic is distributed should be clear and open to managers.
Write down these rules and place them in an accessible place. It is also necessary to write rules for working with repeat requests, since clients may disappear and then return with a new request. There is a risk that when they call, they will get to a new manager who is not aware of the client's history of communication with the company.