Five Misconceptions of Lead Management with Channel Networks
In a direct selling environment, you have control over your system of lead management. You can observe as leads are collected, qualified, nurtured, and distributed and as they interact with your sales staff. They’re closely monitored in your CRM system where you can check on their activity and use it to inform your marketing and sales strategies.
However, passing sales leads on to reseller channels, like dealer networks, makes lead management a little trickier. Dealers are independent, so it’s not as easy to tell them what to do, even though you’re the one sending them sales leads. But things aren’t totally out of your control; with the right strategies in place, you can be confident that your dealers will handle leads to your satisfaction. We’ve broken down five common misconceptions when it comes to working with reseller channels and ways for you to overcome them.