Hi, I manage an inside sales lead qualification team and we have a very specific procedure for the timing and amount of email/call attempts our reps should make to different inbound leads according to their lead source, web form and lead scoring. This seems logical but in reality it is far too rigid and causing my reps too much stress to make sure they keep in line with all the rules. In the past we were far too lenient with allowing them to work free style but it seems we have gone to the other extreme. Can anyone advise me as to how to get the perfect balance that allows my team to use their common sense in judging who to call, when and how many times, but that also gives me peace of mind that we are following best practices and maximizing our chances of connecting with these inbound leads? Thanks in advance. David Garcia

Posted by: David Garcia
Posted: July 30th, 2014
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