Sales Leads

The following Sales Management Tools are part of our "Sales Leads" Toolset.  Our Outbound Excellence "All-In-One" Toolkit includes 14 sets of these proven Sales Management Tools, a set for each of the 14 roles of the Sales Management position.

What you see below are "Images" of the tools that you receive as part of your "All-In-One" Sales Management System to allow you to determine the level of value these tools would provide in helping you coach and develop your sales team.

When you purchase the "All-In-One" System you are provided with access to download these tools in a pre-designed, pre-formatted Microsoft Office Application.  Just plug in your data and you have proven, "ready to use" - Sales Management Tools.

Each tool includes unlimited phone and email training and support at no additional cost.

Note: Click any image below for a full screen view.

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62. Account Allocation Policy 63. Industry/Market Analysis
The account allocation policy establishes rules and guidelines for the assignment, management and reallocation of sales leads. The account allocation policy is one of the most important as well as contentious processes within a sales organization. It is critical to the culture, harmony and success of your sales organization that you have a fair, effective and scientifically developed Account Allocation Policy in place. When it comes to sales leads the best indicator of future success is past success. The industry and market analysis displays those industry and market segments in which your sales organization is having its greatest success in developing new business. As a result, it also indicates the industry and market segments that have the highest probability for future success.
64. Customer Analysis 65. Target Market Share Analysis
The Outbound Excellence customer analysis ranks your top selling accounts by revenue or margin dollar performance. Identifying top buying accounts is a key to the sales leads process as it allows you to identify and map companies that have similar profiles to your top buying accounts. If you have large buying accounts in a particular industry / market segment who are successfully meeting key business needs with one of your solutions, there is a high probability their competitors would receive similar value and therefore would be ideal sales leads. The Outbound Excellence target market share analysis displays those industries that are providing your organization with the greatest margin dollar contribution. It indicates the number of customers you have in each active industry segment, the total number of companies in the industry segment and your current penetration into each industry. This is a great tool for identifying those industry segments that will provide your sales organization with the greatest level of success in prospecting for new business as well as allowing you to effectively benchmark your success in developing these key industry segments.
66. Sales Force Sizing 67. Key Lead Sources
In approximately 40% of sales organizations, the sales force is sized improperly. This impacts territories in two ways; in territories that are under-covered, you inhibit yourself from maximizing sales and profitability as you don’t have the resources in place to effective reach and develop the prospects in these areas. If the territories are over-covered, you have wasted resources, and you inhibit your ability to maximize sales and profitability because your sales force resources are not properly allocated. This report provides a listing of some of the most valuable resources for obtaining sales leads and key business intelligence information.
68. Lead Source Tracking Report 69. Leads Project Tracker
There are literally thousands of lead sources available today. These lead sources can provide both great value as well as result in a significant waste in sales resources. The Outbound Excellence lead source tracking report allows you to quickly and effectively identify those leads sources that provide your sales organization with the greatest return on investment. Your sales organization has limited resources for generating sales leads for your sales team. At the same time, your sales team invariably will come up with an unlimited number of sales lead requests for your sales lead resources. This process allows you to manage the sales leads requests from your sales team to help increase the efficiency and effectiveness of your sales lead resources.
70. Lead Distribution Report 71. Lead Requests vs Margin Performance
The Outbound Excellence lead distribution report tracks the distribution of sales leads to the individual members of your sales team.This process ensures that your lead distribution is fair and equitable which can be a great motivator for your sales team.The Outbound Excellence lead request versus margin performance process tracks each sales representative’s ability to convert sales leads into sales. It is a great coaching tool when you have a proven scientific process that show that the sales representatives with the highest compensation and the fastest sales growth are those that prospect most consistently.
72. Monthly Performance of Sales Leads Team
This process tracks the monthly and quarterly performance of your sales leads team performance. It tracks the sales leads team performance in the areas of: leads generated, existing leads researched and contacts obtained for existing accounts.

Outbound Excellence Inc. – 877-337-2674 / 602-770-0012 – success@outboundexcellence.com Dave Kalstrom CEO – P.O. Box 424 Maricopa, AZ. 85234