Sales Administrators should interview leads to collect and/or complete the required lead information using the Lead Questionnaire Template.
The Sales Administrator should evaluate the lead and its associated information and make a determination on the qualifying status according to the SL1020-3 LEAD QUESTIONNAIRE and the required action according to the Prospect Management Plan. Any Lead determined by the Sales Administrator to fit into Category 3 or Category 4 on the Lead Questionnaire Template should be deemed a qualified lead or prospect.
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 information on the questionnaire should be updated and the qualifying status of the lead re-evaluated. Sales Management should review and improve, as required, procedures and forms for effectively qualifying leads and meeting sales pipeline goals. This includes information collected during lead interviews and how information is used to qualify leads (category placement, number and types of categories) on the SL1020-3 LEAD QUESTIONNAIRE.