Prospecting & Lead Management Mastery

ROBERT DYER

B. Best Practise – Prospecting / Lead Management

1. Objective: To create and manage a healthy prospecting pipeline.

2. Strategy: Better Management… Communication… Focus &

Coordination… Now versus Then

3. Actions: 150-200 prospects in each sales pipeline

40 tasks per day, per person

4. Timing: Daily, Weekly, Monthly, Quarterly

5. Target: Qualified Leads & Prospects

6. Cost: 45 man hours per sale… Goal 25 man hours per sale

B. Best Practise – Prospecting / Lead Management

7. Result: More consistent, predictable sales for the team and agency. Achieve goals.

8. Learnings: Our sales team has to focus on selling new clubs to obtain our goals. Club Coaches sell additional programs. We were selling too deep in programs initially. Wrong programs sold to the wrong clubs. Higher attrition and program swapping than we felt it should be.

B. Best Practise – Prospecting / Lead Management

5 things to avoid…

• Hiring the wrong people• No or minimal accountability for daily tasks• Spending too much time on unqualified prospects• Not enough research on leads / prospects• Too many chiefs and not enough indians

B. Worst Practise – Prospecting/Lead Management