My account reps just don't prospect or even follow up on leads we provide! What can I do?
Dear Barb -
One of the challenges that we often see from a CEO is really trying to drive account managers to do prospecting and to reach out and follow up on leads.
A CRM system provides vision into what is happening, or not happening with leads provided to the account manager as well as vision of the sales VP and CEO.
CRM = No place to hide.
The following example involves a manufacturer of a chemical extruding product that faced that dilemma and how a CRM system helped focus a light on the lead follow up process.