Streamline the sales lead qualification process for Public Relations

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[Music] it's a major time commitment to be the manager of a lead qualification team I've seen some teams where the manager is leading the lead qualification team but also doing a lot of different things within the business and without that real focus and attention 100% of the time the team is likely to go arai so what I'm going to do is I'm going to go over some of the things that managers of this team really need to focus on to make their team successful the first thing is meetings you're going to need to have a weekly retrospective and a retrospective is a chance for the whole team to come together and talk about what happened that week what went well what didn't go well and for those things that didn't go well how can we make improvements weekly one-on ones are also going to be incredibly important you as a manager need to have that open open communication with your reps to make sure that you know they're feeling good about their jobs they're doing a you know a great job that they're happy um and that they've got the right message down pat it's really important that you are working with perhaps it's marketing perhaps it's your executive team to understand and select the best verticals for the team to go after um and within those verticals who are the best buyer persona for your team to be reaching out to with that comes the asset creation so for every vertical you as the manager need to be working with your marketing department if you're so lucky to have one to build out these assets and assets are everything from a conversation guide to email templates to objections and rebuttal FAQs it's everything the team needs in order to be successful when speaking to this particular buyer Persona right call shadowing it's going to be really important that you're spending a good chunk of your week sitting on the floor with your team listening to what they're saying a lot of times these people will you know they'll get into some bad habits they'll start saying things that they think are the right thing to be saying and in fact they're the wrong things they're being too wordy they're not talking only 20% of the time they're not asking the right questions if you're call shadowing you'll very easily determine if everyone on the floor is saying what they need to be saying and asking the right questions another big thing is inter team communication you've got your lead qualifiers and you've got your sales reps what's it like between these two parties is the communication where it needs to be are the appointments that your lead qualifiers are setting up for your sales reps actually occurring and they being logged in Salesforce if that's not happening what's the point of even having this team that needs to be your responsibility to be the facilitator between those two groups reporting you know your executive team has invested a lot of money in launching this team they need to know what's the success and also what are the impediments what are holding you back as the manager and your team back as the Reps from getting the job done analysis looking at conversions you know your team is setting up 10 appointments a week well that's great how many of those appointments are actually being converted to Opportunities you need to be constantly looking in your CRM to determine are things going from point A to point B and finally motivation motivation is so key for a lead qualification team contests and spiffs the teams that I've worked with who have had a manager who really owns this and makes it fun for their teams and competitive that's that's the team that gets the job done they're hungry and they're excited to come in day in Day Out [Music]