It happens in companies where sales and marketing work separately. It becomes difficult to coordinate these two departments and the result is mutual dissatisfaction. What do the most common disputes?
- Too much emphasis on commission. Marketers usually receive a salary and occasional bonuses. Conversely sales people are dependent on their commission. If they talk about it too much, marketing feels that they don't care about the company, but only about their earnings. Whether this is true or just a perception, it raises discontent in marketers.
- Moaning about the lack of leads. Few things annoy marketing as much as allegations of lack of leads. Has the sales department ever heard about cold calling? They should stop complaining and start doing their job and sell.
- Too slow response to leads. Several studies have shown that if a lead is contacted within five minutes from time they send-in the contact form, the likelihood of establishing a relationship with them rises tremendously and the speed of conversion greatly increases. Then chances exponentially drop. So when marketing creates a source of leads and sales do not act quickly enough, of course, the marketers get annoyed.
- Sales not at all contacting the leads. According to the survey of InsideSales.com, sales never contact three quarters of the acquired leads. Don't you believe it? Go through your own CRM and you'll probably unpleasantly surprised.
- Complaints about poor-quality leads. Contact quality is the most frequent argument between marketing and sales. And what is the most common response of marketing, when sales are complaining on this issue? "Are you saying the leads are not good? That may be true. Because it took you three weeks to first call them for the first time. "
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