How can I give clients to my sales?
If I take my sales team to the exhibition, shall I collect all visitor's business cards from the sales then share the clients to them? Or let them contact the clients they served on the booth themselves?
My concern is I take all the name cards then shares to everyone, it will kill their productivity on exhibition. If I let them contact the client they served in exhibition themselves, my concern is the sales will fight with each other to get clients in our booth, which looks bad for my company.
Any suggestion on how to manage the sales team to achieve the best result. I am the business owner!
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Oct 7, 2020
Hi Victoria,
Tradeshows and Events can be key lead generation drivers for organizations. I deeply respect that you are considering lead distribution prior to the event because it demonstrates a commitment to customer experience and your value for your team.
There are several ways organizations typically distribute leads collected at account booths. The easiest model is support by the use of a digital client relationship management (CRM) tool. These tools let your team quickly identify if the person they are working with is already being actively support by a member of your sales team. If you are using a CRM it may benefit you to distribute leads based on your standard client distribution model. In other words if your sales team typically supports clients based on geography or based on industry you distribute leads generated at the event in the same way.
Regardless of the model you choose for lead distribution it is important that you decide on a method in advance of the exhibition and you work with your booth support team so that they fully understand your plan for potential client support both on-sight and following the event. As long as the plan is fair, consistent and clearly communicated your sales team should be able to easily implement and support it.