Good Lead

Sales Leads Appreciation.

By Chris Lott | Management, Sales | 9786 Views | 4 Comments    

Over the years I would bust my behind with lead generators, network meetings, relationship building, lunches, Starbucks, etc. to get a qualified lead for my sales team. “Keep me in the loop” is the only prerequisite I ask in order for them to receive these sales leads. Simple right?


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Not only did they not keep me in the loop… they acted like they found the lead later and had some sort of prior “relationship”. What is up with that!

Rule #1: When someone gives you a lead internally, or externally, keep them in the loop. Why is this so important? Other than just simple manners and respect… It just makes good business sense. If I had a business contact give me a lead and met them later… I would not want to find out that we did not follow up on this opportunity from them. Obviously this would be embarrassing and most likely I would never get a lead from them again. Not good for business.

“Be thankful for what you have; you’ll end up having more. If you concentrate on what you don’t have, you will never, ever have enough.” – Oprah Winfrey

Rule #2: Never take credit for something you didn’t do no matter how stealthy you think you are. Sales professionals can be an extremely insecure bunch. Partially because sales managers and owners will ask questions like “Where did you get that lead?” Insinuating that it is a less than opportunity because the sales person did not develop it themselves. Of course this is nuts, but now they have a desire to somehow prove they had something to do with the lead generation. Sales Pros… Do not fall into this trap! Your credibility and trustworthiness is at stake here. Possibly jeopardizing your getting more leads in the future.

Rule #3: When the sale is finished… reward the lead generator. This can be a simple thank you email to some sort of gift or both. You want them to give you more leads, right? While a gift would not be appropriate to your manager an email of thanks would. It always amazes me when this does not happen. It is such a simple gesture. However, somehow this can become an ego thing. “I can’t give them credit or I will look less than!” This couldn’t be further from the truth in most cases. Do not miss this… Critical!

I can tell you from experience… when I have had a salesperson not want to keep me in the loop they don’t get another lead from me. I am looking for a partnership. I might even want to help direct the strategy going forward many times if my relationship is strong with the potential buyer. This applies to internal and external leads as well. Some sales people just can’t handle that. Many times, out of frustration, a sales manager and/or owner will simply just work the deal and keep the commission. While I have never been an advocate of this I can see how they would get to this point.

Stop being a thankless lead salesperson today! Give honest credit where credit is due. You will see more sales leads and stronger relationships if you do so.

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Chris Lott has this crazy creative side that motivates him to design websites and write articles. He's a disruptive technologist and is passionate about sales, family, and anything related to technology. See what others are saying about his work!.


4 thoughts on “Sales Leads Appreciation.

  1. That article cracked me up! In my years in management I have experienced the same thing. It seems to be a generational thing. I find that far more mature salespeople take the time to show gratitude. Others, well, I call what they show an “entitlement” mentality. Just another sign of the times, but one that I choose not to associate with. My team members either play nicely in the sandbox or they find another one to play in. I’m too old to put up with ingrates. I am blessed in my current situation to be working in as positive a situation in this arena as I’ve ever been in.


  2. That which gets rewarded gets repeated…

    Also, keep in mind that some professions either don’t allow or frown heavily on monetary rewards for referrals. This is where the savvy sales person gets creative in other ways to show their appreciation for the referral. Again, if you don’t reward the behavior you’re looking for, no one will know you want it repeated.

    Thanks for a great article Chris.

    By the way, this coming week’s radio show is going to be on the “Company Ops & Procedure Manual” and it won’t be the boring type show most people will expect. Get the feed from:

  3. Chris, there is a difference between self interest and selfish interest, not thanking another is selfish interest and has a win/lose or a scarcity mentality. Too bad that it happens. But like Craig says, I “test” others to see where they fit into this viewpoint. Only those that are Go-Givers will I be back into their camp.

  4. Yeah, good luck with that Chris 🙂 Personal pet peeve along with people who generally don’t know how to say “please” or “thank you” and those who also wonder why I don’t refer them when the answer to that lies in their own mirror :). Thanks for an excellent article!!

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