A recent survey highlighted that for 2/3rds of companies, the biggest barrier to growth is centered around issues focused on lead generation. In our experience, effective lead generation is necessary for sustainable growth.
If your sales and revenue generation strategy involves outbound efforts, your challenges are even bigger. As customers gain more control of the buying process, it’s tougher than ever to make effective connections and drive measurable results.
Stop for a moment and consider how effective your lead generation efforts are? How much time and money do you invest in your capabilities and process to improve results? If you’re like many of the companies we work with, the answer is quite a bit.
Now ask yourself if you have an effective means to assessing the how well your efforts are structured? Certainly your keeping track of important key performance indicators (KPI) like:
- Call volume
- Talk time
- Live conversations
- Conversion rates
- Lead velocity
While measuring these numbers is critical to an effective lead generation process, there are two problems with using KPI alone to assess your efforts.
- First, these numbers only tell you how things were. They’re trailing indicators, akin to driving a car by looking in the rearview mirror.
- Second, these only give you a picture into your relative performance. They’re highly valuable for identifying trends and serving as indicators for whether things are working or not, but they’re not particularly effective at identifying structural issues that enable you to leverage your results.
Think of it this way; what score would you give your generation efforts and how would you go about determining what that score is? I don’t know about you, but at SafeSoft Solutions, we love scores. Scores tell you where you stand, they tell you if you’re winning or losing, and when you know your score you can more easily figure out what you need to do to ensure that you win your game.
With more than 10 years of experience, having worked with literally thousands of lead generators we’ve learned a lot about what works and what doesn’t. Recently we sat down and created a new tool that we want to share with you.
In the thousands of implementations, we’ve identified key contributors to success as well as failure. We’ve narrowed that list to 10 important attributes. Our experience proves that if you master these 10 areas, your lead generation results will be to of class.
The Outbound Lead Generation Scorecard is a simple tool that can be completed in less than 10 minutes. You’ll quickly gain insights into what’s working and what needs to be improved. What’s more, you’ll “get your score.” You’ll be able to use the score to develop improvement plan and you’ll be able to use it to keep track of progress.