2007 Sales Lead Management Survey Shows 83 Percent of Small Companies Fail to Measure ROI
LOS ANGELES--Mark Friedman, executive vice president of the Sales Lead Management Association (SLMA), today announced the results of the 2007 2nd Annual Sales Lead Management Study conducted by the Velos Group and the Association.
Survey specifics established that 68.8 percent of companies do not qualify sales inquires before they distribute inquires to their sales channel. And, nearly 83 percent still do not track ROI, while only 55.4 percent said they are satisfied with the systems they use. Improving Sales Lead Management (SLM) processes helps clients increase sales and sales productivity and enables them to track the ROI for each of their Marketing programs. The 2007 survey’s results suggest that a large percentage of companies continue to struggle with this fundamental business issue today.
In addition, the majority of companies (52.4 percent) surveyed have no formal forecasting process. Of those that do, Microsoft Excel®(1) still leads (21.7 percent) as the primary tool for compiling the forecasts. The most often mentioned SFA/CRM software used is ACT!(2). Complete study results including the SFA systems used and respondent’s satisfaction with them are available from the Sales Lead Management Association.
The study group consisted of 140 small companies, mostly in southern California, surveyed over 18 months. The online study was conducted using Zoomerang.
About Mark Friedman
Mark Friedman, SLMA’s executive vice president, founded the Velos Group, an inquiry management and lead generation firm. Friedman is a well-known speaker on the topics of sales lead management, CRM applications, and lead generation topics. He is also a partner in Southern California’s largest executive consulting group, Cerius Consulting and the Sales Lead Optimization expert for Optimalthinking.com.
Sales Lead Management Association
The SLMA is an association with the mission of helping companies become more successful in the critical business process of Managing Sales Leads. SLMA CEO James W. Obermayer speaks and writes exclusively on the topic. He recently published Managing Sales Leads, How to Turn Cold Prospects Into Hot Customers.
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