Sales Management and Marketing Management should develop a Prospect Database Template, and the Sales Administrators and Professional Sales Staff should maintain it. The database covers the company name, primary activity, address, contact, and more. Each subsequent contact with a lead by a Sales Administrator or the Professional Sales Staff should result in a re-interview of the lead. The SL1020-2 PROSPECT DATABASE should be updated after each lead contact.
Sales Management should review daily or weekly the information provided on the Prospect Database Template leads, to determine if targets leads contacted, leads qualified, and sales appointments are being reached. Keep in mind the company wants to focus the efforts of the professional sales staff,and determine which leads generated by advertising, marketing, and sales are prospective customers that should receive a sales call. Sales Management should meet regularly with Marketing to review which marketing techniques provide the largest number and highest percentage of leads, qualified leads, and sales appointments.