Lost in Translation – Lead Transfer Protocol
It happens all too often... Information loss between inside/outside sales leads to prospect discomfort when transitioned between the inside and outside resource.
A key speedbump in the overall demand creation process often occurs at the point when a prospect is ready to “graduate” from an inside rep to a field resource. Even with sales force automation tools that provide an external rep with a supposedly complete history of interactions with a prospect, key details often get lost in translation. Leading organizations have a detailed transfer process whereby an inside rep briefs his or her external partner on leads that are ready to be passed over. Even better is to schedule a teleconference call with the prospect, inside rep and field rep, which provides a more seamless transition for the prospect, and promotes closer working relationships between your sales teams as they prepare for, conduct and debrief these joint calls.
