If you’re an excellent performing sales rep you will build and maintain a sales funnels that is piled up to the ceiling with prospects, leads and opportunities. It’s no exception to have hundreds of different prospects in your pipeline. The only limitation to further increase your deal flow is that you simply lag the amount of time and resources. Yet your manager is breathing in your neck demanding that you increase your sales target. Hence the challenge: how can you optimise your sales performance, get more deals out of your funnel, within the time available.
One method for this is to use dedicated software (like Fileboard) to help you determine what stage a lead is in, by implementing lead scoring. With lead scoring you basically set a score for each action that a prospect takes. You can also score based on demographics or information filled out by a prospect using forms. All those characteristics, actions and information add up and assign a ‘lead score’ to your prospects. The higher the score, the more engaged your prospect, the more likely the deal. So, how are you going to start with lead scoring?