You have a high net sales per lead rate. Now what?

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You’ve set a team goal for your net sales per lead generated rates. And you’ve achieved it. Well done!

But now what?

How can you keep the ball rolling so your sales team doesn’t get complacent? How can you continue to grow your business now that your net sales per lead rate is booming?

In this article, we wrap up our three-part series on how B2B companies can effectively measure their lead generation efforts by showing what to do once your net sales per lead rates are finally high.

01. Invest in the growth of your sales team
As a B2B company, if you've hit your net sales per lead goal with your sales team, it's an achievement worth celebrating.

But what can you do next to continue growing your business?

A high net sales per lead rate is great, oman telegram data but your business will stagnate if you don't take advantage of the potential benefits.

One of the first things you should do is focus on growing your team. You're in a great position to grow if you've achieved a high net sales per lead rate. You've got your sales system running effectively, but you need to keep adding people to it.

You need to keep investing in more sales professionals if you want to grow your business. After you hire more people, if you see that your net sales per lead rate is still high, keep investing in more sales professionals to handle your leads.

02. Increase incentives for your sales team
According to recent Gallup research , only 36% of employees are engaged in their workplace.

If you want to keep pushing the needle with your B2B business, you need to look for new ways to motivate your team.

So how do you keep your sales team motivated if they’ve already hit a major net sales per lead rate goal?

You need to increase incentives for your sales team. It’s easy to start with rewards. Everyone loves surprise money. But, this can get old, believe it or not. You need to explore other ways to keep motivation up in the workplace.

One way to do this is by removing the cap on commissions.

Harikesh Nair and Sanjog Misra conducted a study to analyze the impact of putting a cap on sales reps’ commissions. A standard commission model to control costs is to cap commissions once the salesperson hits a certain quota.

However, Nair and Misra found that when salespeople were capped, they underperformed. However, when the cap was removed, the business's revenue increased by 9%.

Another way to incentivize your team is with other incentives such as prizes, gifts, and even vacations. You can even create a rewards program. While many companies reward customers with points to redeem based on purchases, you can give your team points based on sales.

Your salespeople can spend their points on different rewards such as restaurant experiences, theaters, concerts, or family vacations.

value proposition

03. Bet on automation to save time
Another plan of attack once you’ve reached your net sales per lead rate goal is to focus on automation.

If you want to grow your business in today’s day and age, it’s nearly impossible without leaning on the right technology.

Your sales process likely has a lot of moving and complex parts. By relying on automation tools , you can manually hand off the tasks that you or your sales team handle throughout the week to a tool to do the work for you.

This can help free up time for your sales team to reach out to new leads. Plus, you may have the opportunity to take some time off. Or, if you’d rather keep moving the needle, you’ll now have more time to work on high-level activities that will grow your business.

04. Focus on a new sales metric: the sales expense ratio
Once your net sales per lead rate is where you want it to be, you’ve done a great job of optimizing your revenue per lead.

But, at the end of the day, you might be bringing in a lot of revenue, but your business will struggle if your profit margins are slipping.

Another great metric you can get your sales team to commit to is your sales expense ratio.

This is simply your company’s total variable exp