Most organizations offering outsourced lead generation services often tend to self-destruct by committing some common errors which ultimately prove very costly. It’s essential for top providers of outsourced lead generation services like The Global Associates in this era of ever-intensifying competition to keep their operations simple and efficient in order to successfully generate quality leads on a regular basis. For example, companies should not set unrealistic goals for themselves or their employees. Sometimes the managements commit this mistake despite their best intentions.A successful prospecting,no doubt, lays the foundation for increased sales and increased profits, but it puts too much pressure on lead generation teams. It’s important to find out the reasons why your lead generation campaign is not doing as well as it should.
some of the reasons are discussed below.
- Miscalculating the sales cycle
Sales cycle period is the time taken from the lead generation process to finally closing the deal. Many vendors providing outsourced lead generation services tend to underestimate the sales cycle period,and thus set for themselves goals that are virtually unachievable. Rolling in the cycle time for cold call leads, in-bound leads and referrals into a single metric is a big mistake, which most organizations commit regularly. They often misjudge a healthy lead as a dead one, as a result.
- Over emphasis on closing ratios
One of the biggest errors sales organizations commit is to count only the closing ratios and ignoring the leads waiting in the sales pipeline. It is more important to monitor the efficiency of each stage of the process instead. Prospecting and lead qualification are just as important, if you ignore them, you are doomed.
- Inaccurate sales forecast
Sales organizations cannot maintain the efficiency of their program if they use an unrealistic sales forecast not based on sound principles. In order to avoid confusion, one must keep the referrals and in-bound leads separate from the forecasting process of cold call leads.It’s necessary to evaluate each of these processes independently.
- Not identifying key stages in the sales process
Identifying key stages in the sales process is essential for outsourced lead generation services providers as it can help them frame their strategies based on previous experience. They can thus track the projected sales to be generated and sales cycle period of each individual lead. You can avoid setting up unrealistic goals for your company and employees if you are generating enough data based on the previous experience. The best way forward for an organization is to set realistic goals and inspire the team members to do their best.
The job performed by the providers of outsourced lead generation services has become tougher than ever in this age of supremely busy decision makers and ever-intensifying global competition. It’s important to avoid certain common errors in order not to make their task even more difficult and challenging.