Have you intentionally managed and optimized your sales lead routing and assignment process? If not, you could be leaking sales, marketing ROI and not realize it.
Let me explain.
LeadData’s new report, The State of Lead Management, based on a survey of 527 B2B sellers and marketers found an average 25.5 % of marketing-generated leads get assigned to the wrong account owner.
Did you catch that? Over 25% of marketing-generated leads get assigned to the wrong person.
This means individuals who expressed interest are not getting the attention they deserve.
LeanData also discovered sales and marketing leaders also have different opinions on lead follow-up effectiveness. For example, the chart below shows 30% of marketing leaders believe that sales will always follow-up on marketing-generated leads compared to 61% of sales leaders.
There’s room for improvement.
In this post, I’m going to share seven tips to help you improve lead routing for more sales. [Read more…]