We all know how important a sales team is to any organization. And we also know that fine tuning a sales team for optimal performance does wonders for the health and culture of a business. Here are some key insights to get your sales process delivering above par results for years to come.

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Cherrypicked tips...

3. Be lenient on BANT. 

BANT may have once been the holy grail of lead qualification but times have changed. While every rep would be well advised to check on BANT, don’t chuck the leads that are not fully BANT qualified. As Dan McDade of prospect development company PointClear warns an overqualified lead might not be an opportunity at all. In fact, if you find clear cut answers to all four aspects of BANT, you might have just missed the boat. The prospect may very well be in the final stage of buying. Be sure to handover leads even if budget and timing have not been crystalized.

4. Make one call and one call only.
Lead qualification should be over in one phone call. At the end of the call the rep should know what action to take. Each lead can go into 1 of 4 buckets:

• Abandon
• Return to marketing for nurturing
• Handover to sales for immediate action
• Handover to sales for follow up

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