Use An Audit Process It requires some extra time, but it is totally worth having a manager or the company owner review every single outbound opportunity to ensure high quality and integrity of the results. As soon as an opportunity is upgraded, check it to ensure all of the following: Was this truly an incremental outbound opportunity? Not an inbound lead from your website? Was it re-qualified by the Account Executive by phone? (Sometimes an Account Executive would “do a favor” for their Sales Development Rep and upgrade opportunities before they re-qualified—a big no-no). Did the Sales
...more
