It’s hard enough to get the balance right between quality and quantity, but even when you feel you’ve got it right, do you still have constant debates about lead quality and closing the deal with your salesforce?

Each time your sales people follow-up on a qualified lead, they usually generate a list of actions which need to be followed to ensure the success of the sale. This tends to result in two problems:

• Sales people tend to be highly-focused on actions that will lead to a sale this quarter, and that can mean actions for next quarter are forgotten.
• Sales people tend to be relationship people, not admin people.

This can result in your prospects receiving a poor experience after the initial sales meeting; the follow-up they expect may appear rushed or late.  Worse still, the follow-up may be forgotten completely. Once you have alerted a prospect to their needs, they may pursue your competitors if you are not responsive enough. In this way, genuine sales opportunities can turn into lost deals.

Your field sales are at their best when they have support from people who understand sales, but who are also reliable at administration. EIMS Inside Sales Agents will manage post-meeting follow-up for your busy direct sales people.  We work from lists. We make things happen. We don’t forget. This means the prospect is followed-up quickly and effectively, whilst sales can focus on this quarter’s business and close deals.  The EIMS Inside Sales Service will nurture each opportunity on behalf of sales and ensure that the next meeting happens, and that the prospect is still warm when it does. In this way, opportunities may pass between your direct sales team and EIMS’ Inside Sales team many times over the course of the sales cycle with the most appropriate person engaging when required, so increasing the likelihood of success.

If you want even more sales support, we can help. Some deals can be closed over the phone, either entirely by Inside Sales, or by Inside Sales following up after a field-sales visit. For those situations, ask for our Quota-carrying Inside Sales Service.