Last week we briefly discussed lead volume per sales agent and more specifically how many leads each agent should have in their pipeline at any given time. This question is first in a number of lead management questions you should answer prior to starting another day of business.  There should be a number of business rules that should resonate with everyone in your company. The first we touched on last week and that is to call each lead 3 times a day until the lead is contacted. Another rule that you will need to create has to do with the life a lead in your system.

How long will you continue to call the lead? Will the lead stay with one agent until it is dead or will you transfer the lead to other agents on a daily or weekly basis? The mistake many lead buyers make is that they consider a lead dead after only a few days of calling. Depending on the vertical you work will ultimately determine the length of time you will continue to make call attempts, however I would encourage you not give up on the leads you purchased. When making life decisions consumers, in many cases, will make second guesses on their initial decision. Meaning they may fill out an inquiry, do a little window shopping and then make the actual commitment at a later time. This is why it becomes even more important to make a last ditch effort call on your leads weeks after the initial inquiry.

Take time to think about the sales cycle for the vertical you work in and determine when the most appropriate follow time would be. Then mandate the follow up into your processes for extra revenues.

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