Top companies providing outsourced lead generation services like The Global Associates know perfectly well what common errors they must avoid in the year 2021 which are committed by many salespeople with disastrous results. It’s essential for the providers of outsourced lead generation services in this era of extremely busy decision makers and ever-intensifying global competition to keep their operations simple and efficient in order to successfully create quality opportunities in abundance. Setting unrealistic goals for themselves or their employees, for example, would only harm a company’s prospects.
It’s necessary to understand that prospecting can put too much pressure on your lead generation teams despite the fact that it lays the foundation for increased sales and increased profits. Identifying the reasons why your lead generation campaign is not doing as well as it should is essential; some of the common mistakes you might be committing are discussed below.
· Are you miscalculating the sales cycle?
Many outsourced lead generation services vendors tend to underestimate the sales cycle period that is the time taken from the lead generation process to finally closing the deal. This prompts them to set for themselves goals that are virtually unachievable. It’s a common error to roll in the cycle time for cold call leads, in-bound leads and referrals into a single metric. This will lead you to misjudge a healthy lead as a dead one.
· Are you focusing solely on closing ratios?
You would be committing a costly mistake if you are focusing only on the closing ratios and ignoring the leads waiting in the sales pipeline. It is just as important to monitor the efficiency of each stage of the process. You cannot undermine the importance of Prospecting and lead qualification.
· Is your sales forecasting inaccurate?
Maintaining the efficiency of your program is difficult if you use an unrealistic sales forecast not based on sound principles. Avoid confusion, keep the referrals and in-bound leads separate from the forecasting process of cold call leads. Each of these processes should be evaluated independently.
· Have you failed to identify key stages in the sales process?
It’s essential for outsourced lead generation services providers to identify key stages in the sales process. It can help them frame their strategies based on previous experience. Tracking the projected sales to be generated and sales cycle period of each individual lead will thus become possible. By generating enough data based on the previous experience, you can avoid setting unrealistic goals.
Reputed providers of outsourced lead generation services perform one of the most unenviable jobs in the world, made even tougher and more challenging by the present-day business scenario. You should make it a point to avoid doing certain things that could affect your lead generation program adversely.