The Global Associates B2B Lead Generation Companies constantly strive hard to help their clients boost their business and earn more profits. What makes the job of B2B lead generation companies tougher is the fact that there is a constant conflict between the lead generation and sales teams. Top managements often give an impression that they are more interested in closing deals; thus they seem partial towards the sales teams. Truth is that top managements never deliberately side with their sales teams; however, they often do injustice to the whole lead generation program by making faulty or hasty forecasts about the entire sales cycle.
Why does forecasting go awry?
Business gurus are often baffled that the sales forecasting is hardly ever accurate despite the presence of so many experts in most organizations. The reason is, however, quite basic: managements have the peculiar habit of underestimating the sales cycle length- the total duration of time from lead generation to the closing of the deal. This makes the target projections seem impossible to achieve putting added pressure on the employees. B2B lead generation companies make a very fundamental mistake here; they tend to pool the cold call leads, in-bound leads and referrals together while forecasting the sales cycle time. This average is naturally never going to be anywhere near a realistic timeframe for the simple reason that every organization has the maximum number of cold call leads. Cold call leads require a greater amount of time than other types of leads in reaching the closing stage.
More realistic forecasting system:
It’s essential to have a more realistic forecasting system for making the lead generation programs more successful. The key lies in making separate forecasts for the cold call leads to make the sales projections more accurate and sales projections more attainable. Analyzing the previous data thoroughly can help in developing a system for the future forecasting. This system can be improved further with the availability of more data in future.
B2B lead generation companies can make their operations more effective by developing a system that is based on previous data and experiences and helps team work and correct forecasting. Such a system enables the organization to set more realistic goals and at the same time motivates their workforce to always give their best.
