Everyday would be a blessing if a sales agent attains a quality leads and gets the sale easily. The motivation will come itself without any effort but to a lot of agents out there, this is just a dream because in reality, the sales manager will just show up with a whole lot of database. Not knowing where it is from, they know it’s another start of a long day with tiring and disappointing results.
As a sales manager, you would definitely wish for your sales team to avoid being in such situations right? Which led you here in quest for your question, is it true that the quality of your lead affecting your sales team morale?
Here are 3 reasons why bad quality leads is bringing a decrease in your sales’ team motivation.
Slow in Small Success
All the small success celebrated by the sales agents are very important as it affects their morale, especially during the beginning of their working period. Examples of small success are how fast and easy it is for them to get the prospect to sign in on an appointment for demo, closing a sale with the prospects and others. To simplify, it is seen by how fast and simple it is for the agent to change the status of the prospect from one to another during the customer buying journey.
However, when we hand the agents a bad quality lead, it is hard for them to achieve these small success. These disqualified leads would not want to answer their call or reply their messages because they are still scouting for products. This will cause the sales agent to take a longer time in order to achieve these small success and it is unpredictable as to when they will be able to achieve each small successes, as if they are playing a guessing game. Maybe this next prospect will be interested, maybe the following one will be interested or maybe the one after. Up until a point where they give up and will just do their work for the sake for it.
If prior to this, you are merely taking database from anywhere and everywhere or even worse, you are buying datas, then it is time to stop because this situation you are currently in right now, will not progress any better. As an employer or sales manager, surely you wouldn’t want your team to be going through this situation right? In order to overcome this situation you are in right now, you must learn to improve the quality of your leads for your sales team.
Wasted Efforts to Follow Up All Day
Being a sales agent is very different from other jobscopes. A sales agent are usually someone who has a high drive to earn unlimited commissions. Hence, they would work as hard as they can in order to get their targeted commission goal. But as they are only human, after a period of time, their drive will naturally slow down. In this scenario, if they get good results, their motivation will still be running, however, if they don’t get good results, this will cause them to easily give up and lose all their motivations.
Can you imagine how does working 8 hours a day with disqualified leads will affect your sales team? They are forced to grind over long hours to barely get any results. Now try to imagine another scenario, you bring qualified leads to your hardworking sales agent. Every lead has equally good chances to turn them into buyers. Your sales agent gets good results fast and with ease. They don’t feel the tiredness from the 8 hours of working because within less than 8 hours, they see results from the qualified leads. Here are some examples:
Lead |
Duration |
Sales |
100 leads with undetermined quality |
8 working hours |
2 sales |
100 leads with determined quality |
4 working hours |
2 sales |