No one wants to turn down an opportunity, but choosing the right one will be a more efficient use of time and energy, rather than trying to convert all the leads.
Have you heard about an old Russian proverb that goes like this “if you chase two rabbits, you’ll catch neither”? This proverb aptly describes sales representatives who sometimes chase several deals simultaneously hoping to convert them without lead qualification. Pursuing a lead is the mark of a good sales representation, while knowing when to stop the pursuit is the mark of an extraordinary sales representative.
While everyone is keen to talk about successful sales stories, not many want to talk about failures. Although sales representatives have to forgo deals on a daily basis, they find it hard to give up on leads. It is disheartening to know that the time, money and effort invested into a deal will not bear fruit. However, your enterprise can only become better if your sales representatives are able to quickly identify and disqualify leads that don’t make the cut. Only lead qualification can help you achieve this.