As a sales executive, your lead generation representative is one of your most valuable human resources, if not your most valuable human resource. In my observation, most sales executives invest only nominally in their lead generation representative by merely expressing their thanks when appropriate. Imagine investing more. If you could close one more deal this year by investing in your lead generation representative, how much time and effort would you be willing to invest to get that one more deal closed? Or perhaps, you are now officially the manager of a lead generation team. There are plenty of articles online about empowering lead generation teams to be more effective. Most of them are about metrics. This post is focused on what I consider the most important things to do to make a lead generation representative as productive as possible, regardless of the metrics.
