Wrongly distributed responsibilities can mess your team up, especially in sales. That’s why it’s important to limit your sales team’s responsibilities. It’s tricky – with hundreds of available models to base your decisions on, add to it growth-related issues that force constant change and you get lost thinking about what your closers should be doing.
Customer profile – who’s your target?
types of leads.
It’s best to have separate people who take care of pre-sales. You’re paying your sales team too much to distract them with something they’re probably not good at. In case you don’t have resources for it – be creative. Maybe you can delegate it to someone who already works for you, or hire a freelancer from upWork. If there’s no other way, let your closers take care of it but only as a short-term solution.
This is something we got wrong at first, account managers used to ask for referrals. Soon it was obvious that it’s not effective – it’s hard for them to ask and it’s not their concern. It’s in the interest of salespeople to take advantage of good leads. This type converts very easily, they should do everything they can to get referred as often as possible.