Here’s the million-dollar question: Does your product and sales strategy dictate an OEM, Direct, or Indirect Sales Model? Lead Qualification can be immensely valuable in any of the above scenarios, but the role of the individual reps, the rules of engagement, and the resulting deliverables will vary slightly, depending upon your chosen channel model.
Be sure you are VERY clear about your goals for lead qualification results!!!
Is your goal to develop an engine and infrastructure for long term, strategic, and repeatable business? Or are you driven by short term and tactical needs and the desire for a singular quick hit and one-time influx of leads?
The answer to these questions will dictate the level of investment that is appropriate to your needs. If long term, it will drive you to create a more permanent and sustainable framework for repeatable, quarter-to-quarter returns. If short term and tactical in nature, a quick and temporary service deployment may be a more practical approach.
What are your budget and time restrictions?
Many start-ups experience a ramp in company growth or product demand that necessitates expedient growth of the pipeline and revenues. But often, budget limits restrict your ability to hire the optimum number of direct salespeople.
It takes substantial time to establish the optimum number of OEMs or Indirect Channel partners.
Due to these limitations, in a start-up phase, it often makes economic sense to hire less expensive Lead Qualification headcount to build the pipeline. The normally ideal recommendation is to establish a ratio of:
One (1) Lead Qualification Representative per every 2 to 3 Direct Salespeople
One (1) Lead Qualification Representative per every 1 to 2 Indirect Channel Salespeople
This is, of course, only the TIP of the business acceleration iceberg, when it comes to lead qualification SOP, but it will get you moving in the right direction. If you’re 100% ready to COMMIT to business acceleration, and you’d like to work with me live, in person, be sure to get your seat at my upcoming 7 Figure Business Summit in April. Go to http://www.7FigureBusinessSummit.com/2010 for details.
Christine Comaford, The 7 Figure Business Builder
CEO of Mighty Ventures, Inc.
NY Times Best Selling Author
PS: If you’re ready to work with me live, go to http://www.7FigureBusinessSummit.com/2010 for details.