Why the more leads generated isn’t just better

Leads

We all are eager to get more leads. Each lead gets us some kind of thrill or adrenaline due to the perceived projected revenues and great future each can bring.
If possible we would like to grab all opportunities to generate leads.

Leads Quantity

However the more sales leads that are generated the more sales people that are required to follow-up as a salesman can only handle a certain amount of leads. The number of leads a salesman can effectively handle varies from business to business in the same industry and from industry to industry. The lead handling number per salesman depends on the kind of business, industry and revenue size of deals.

In most cases and for most businesses hiring more salesmen is just not possible as they need to get searched, found, evaluated and hired. An once a salesmen is hired, he needs to get training and gather experience in the market and with the customers or potential customers.
There is a limiting capacity problem to the number of leads a company can handle due to the limited number of sales people a company can support financially and manage.

Lead Qualification

Generating more leads is a good start, but implies that each lead before it gets passed on to the salesman requires decent lead qualification. This needs to be done systematically and using a uniform method across all leads of a company. If not then the salesmen will waste their time on leads having less potential.
Hence lead qualification is utmost important for the success and sustainability of any company.

Lead Quality

Instead of generating many leads requiring a large capacity in processing, qualifying and following up on all those leads, generating just quality leads is much more profitable and more beneficial for the company as it creates less overhead for the sales team.
The quest is to generate quality leads instead of a massive amount of leads. This requires to tune and target your marketing in order to get the best leads only. In order to achieve this you will need to define your type of quality leads and trial and error in order to find out what will generate the quality leads you need.
However as markets and customer requirements change and your products change too over time, this tuning and targeting will be continuous process.
Less is more.

Are you generating massive amount of leads or mainly quality leads?

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