This is something I cover in my presentation on how to organize a sales force, but it so important I thought I would highlight it in a separate post. If you have not set up and designed your lead work flows to leverage a “contact team” then you are losing points of your conversion rate and frustrating your highly skilled “closers.”
Here is the basic concept:
- Create a “contact team” that is staffed by either new or waning loan officers (this is your farm system for my fellow baseball junkies)
- They are focused on getting all of the new cold lead flow–Internet channels, credit triggers, lists, etc.
- They are highly scripted
- They are trained to introduce the company, foreshadow the process, pre-qualify the lead or inquiry, create motivation in the consumer, market the loan officer getting the transfer
- Refocus your sales team(s) on following up on past leads, working your highest converting channels, and taking hot transfers
Notes for icoSales users:
- Create new “contact” team
- Assign players
- Use transfer to player or channel functionality to do the live/hot transfers
- Train and script new Contact Team
Post inspired by Andy Ross’: Different Inside Sales Roles: Qualifying & Closing
Technorati Tags: mortgage, sales, lead management
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