3 Tips to Help Sales Reps Manage Prospects

As a sales representative, you’ve worked long and hard to develop a substantial list of leads. Now that you have these leads, you need to effectively handle them so that they don’t fall through the cracks at any point in your sales funnel. Some of the most challenging responsibilities that sales reps face are converting leads into prospective customers and growing the interest of prospects to guide through the funnel. Here are three tips to help you address these challenges and make the most of your sales efforts:

  1. Prioritize quality leads

What do you do with the giant list of leads you’ve garnered? You’re a busy person, and it’s a fool’s errand to attempt to convert all of your leads into prospects on the same timeline. Not everyone will be equally as interested in your company’s product or service. Narrow your focus. Concentrate on the most qualified leads. Use a system of prioritization to know which leads are ripe for the picking. A great way to do this is through lead scoring. Lead scoring gives numerical point values to different lead activities, such as viewing webpages, attending events or downloading content. A higher score means higher lead priority. Using lead scoring also helps sales reps estimate the percent chance that the deal will close or what the next best steps are. Proper prioritization of leads enables sales reps to give the most attention to leads that are most likely to become customers.

  1. Respond quickly

The next hurdle is responding to priority leads. In order to optimize the conversion rate for a lead, you need to respond extremely quickly. According to a study by Velocify, calling the prospect within one minute of lead generation can increase your likelihood of conversion by 391%. Though a quick response will not guarantee that you get in contact with your prospect, it greatly improves your chances and encourages positive reaction. A fast response can help your prospect build trust in you, and that trust can be the gateway to a shorter sales cycle.

  1. Personalize emails

This may seem slightly counterintuitive because writing emails to each prospect can be time-intensive. However, it’s worth the time investment. According to research by The Aberdeen Group, 45% of best-in-class prioritize improving the personalization of sales conversations. The reason personalizing emails is so successful is that it provides a way for you to stand out from the clutter. But how can you find out more about your prospect to customize your outreach? Social media profiles, such those on LinkedIn and Twitter, can be great places to start your information search. You can easily find information such as your prospect’s alma mater, current and previous employment, and interests—get creative! These brief insights can provide you with several ways to connect to a prospect on a more personal level by drawing on things that matter to them. There are also many resources to help you automate your email outreach while still being personable; email templates are a good place to start.

Managing your giant list of prospects, all of whom are at different levels of engagement and interest, can be a daunting task. These tips will help you focus your efforts on the leads most likely to convert and help you more effectively engage prospects in conversation, and ultimately improve your conversion rates and shorten your sales cycle.


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