Qualifying Leads Procedure
The Qualifying Leads Procedure outlines methods for classifying sales leads and identifying leads ready for attention of the professional sales staff. The lead assessment policy helps determine which leads generated by advertising, marketing, and sales are prospective customers that should receive a sales call.
The Qualifying Leads Procedure applies to all sales leads generated by marketing, advertising, and sales efforts. (12 pages, 1466 words)
Qualifying Leads Responsibilities:
Marketing should regularly provide the Sales Administrators with all leads generated by inquiry forms. Marketing should adjust marketing techniques according to leads and sales statistics provided by Sales Management.
Sales Administrators should gather information in order to qualify leads according to the prospect of potential sales, then attempt to set a sales call appointment for qualified leads. Sales Administrators should also maintain a Leads Database, for information about all incoming leads, and a Prospects Database, for information on qualified leads. Sales Administrators should complete the SL1020-3 LEAD QUESTIONNAIRE and maintain the SL1020-2 PROSPECT DATABASE
Sales Management should set the qualifying procedure, define the qualifying parameters, and supply the Sales Administrators with the proper training, forms, and tools necessary to qualify leads. Sales Management shall also monitor and adjust the qualifying procedures and its associated forms and records in order to maximize efficiency and meet lead, prospect, and sales targets.
Professional Sales Staff should provide information to the Sales Management on a daily or weekly basis on the sales status of qualified leads.
Qualifying Leads Procedure Activities
- Qualifying Leads Plan
- Qualifying Leads
- Monitoring the Qualifying Process
- Improving the Qualifying Process
Qualifying Leads Procedure Forms
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