Comments on: Why You’re Not Converting Your Sales Leads Into Customers…

By: jim Symcox

jim Symcox — Wed, 09 Sep 2009 08:54:55 +0000

Hi Andy,

Long time no see! Excellent article.

Part of the problem is that senior management don’t see/hear what is happening in the interface between the company and their public. That means they don’t train people properly. Even worse the problem can begin at the recruitment stage where the company doesn’t get someone who is good with people on the phone!

By: jim Symcox

jim Symcox — Wed, 09 Sep 2009 08:54:00 +0000

Hi Andy,

Long time no see! Excellent article.

By: Andy Preston

Andy Preston — Tue, 11 Aug 2009 12:23:10 +0000

Thanks Tracy

It’s amazing how many companies don’t focus on those all-important incoming sales enquiries. I hope after reading this all of you no longer fall into the same trap!

By: Tracy Heatley

Tracy Heatley — Tue, 11 Aug 2009 11:59:07 +0000

You’ve raised very useful points in this article. What you mentioned about non salespeople dealing with sales enquiries is crucial. To clarify what I mean, I’d like to share an experience I had recently. I met a managing director of a potential supplier at a networking event. I later contacted the company to gather some further information. The person who dealt with my sales enquiry had limited product knowledge, sounded unresponsive to say the least and left me with a complete lack of confidence in the company. The MD had done his best to impress me when we met and I felt certain we could do business. Did I give them my business? Not a chance. So, I take on board everything you’ve mentioned and will not fall into the same trap. Thank you.

By: Tracy Heatley

Tracy Heatley — Tue, 11 Aug 2009 11:59:00 +0000

By: Andy Preston

Andy Preston — Tue, 11 Aug 2009 10:10:53 +0000

Ian – from my experience it’s a worldwide issue.

Just over the past couple of months, I’ve witnessed it first hand in the UK, US, Canada and Middle East.

There has definitely been a decrease in salespeople’s motivation over the past few months, due in no small part to the recession. In fact the majority of the work we’ve been doing recently has has motivational elements to it.

Senior Management are concerned about the business and the bottom line as always. However, there has been too much focus on ‘cost-cutting’, rather than driving profitable sales, and a lot of companies have their ‘eye off the ball’ in this area – which is starting to hurt them……

By: Andy Preston

Andy Preston — Tue, 11 Aug 2009 10:07:34 +0000

Andy, thanks for your comments.

It does concern me how people struggle for leads (and new business) and then don’t take the opportunities when you present them!!

By: Ian Rhodes

Ian Rhodes — Tue, 11 Aug 2009 10:06:13 +0000

Andy – Is it a British issue, or is this something you come across elsewhere on your travels? Have you seen an increase/decrease in sales staff motivation during the recession? On one hand I feel staff must be “upping the ante” as their necks are on the line… but if senior management aren’t driving staff motivation and earning opportunities than most will just slumber?

By: Ian Rhodes

Ian Rhodes — Tue, 11 Aug 2009 10:06:00 +0000

By: Andy Thorp

Andy Thorp — Tue, 11 Aug 2009 09:23:34 +0000

I had the same experience with a major telecoms company. I was invited to an event, gave their sales staff three leads (without contact details). I also gave them some ideas as to how to make these events even more successful. And no one’s been in touch since!

Actually that’s not true. One girl did call me to see if I wanted to do any business with them. Incredible.