How To Calculate Lead Generation Goals

Posted by Thea on March 15th, 2017

For an organisation to succeed, it needs to have its revenue systems and growth goals in place. Every business entity needs to get a hold of new customers to experience its offerings. In order to fulfill this, its marketing team is responsible for generating leads and channeling them over to the sales team. The question often crosses many minds — how many leads are actually enough?

Every organisation, big or small, needs to have predefined goals while generating leads for its business. A qualified lead is what actually makes a difference as such leads have a better chance of getting converted into sales. With the dearth of effective leads, some business units have started utilizing professional lead generation services to get that competitive edge in this ever evolving market.

Many business entities catering to business markets often make use of B2B telemarketing services rendered by those solution providers which are well versed in handling people with a professional demeanor. Companies catering to business markets are known to be quite calculative in their approach and try to make sure that the lead generation goals are streamlined along the overall operations of their business.

Let us now discuss in detail how professional business organisations calculate their lead generation goals.

Computing the number of required leads to fulfill revenue goals

Fulfilling the revenue goals is on top of every business’ ‘to do’ list. It becomes all the more important to calculate exact or nearest number of leads that a business needs to generate in order to fulfill this major goal of revenue generation. Many business units have also started outsourcing the function of genuinne lead generation services to professional agencies which have a competitive track record in terms of providing qualified leads. This activity has not only reduced the headache of hiring personnel for this job but has also given a competitive edge in terms of converting sales with qualified leads.

Measuring the sales closure rates

For any business entity to succeed and assess the goals of lead generation, it needs to have the mechanism to measure the closure rates in place. It will help in calculating the feasibility of lead generation services that it has decided to opt for. The calculation of sales closure rates will determine whether the costs attached with lead generation activity is actually reaping rewards or is yet to fulfill its true potential. The number of leads garnering actual sales and the number of leads generated need to be streamlined with the growth objectives of the business to deliver the desired results.

Tracking monthly leads by channels

With the number of companies operating in business markets utilizing the services of professional B2B telemarketingagencies to garner sales, it becomes all the more important for such companies to do a cost-benefit analysis of the effective leads generated by different channels. Keeping a track of leads by channels will be instrumental in devising some key strategies and taking some important business decisions.

Committing to a specific lead goal

Every business unit needs to commit to a particular lead goal and how it aligns with the overall growth objective. Such business entities need to commit themselves to a particular number of quality and effective leads they need to generate. This commitment can be on the monthly, quarterly, half yearly or even on yearly basis. The lead generation services availed need to comply with certain set of standards that can help in accomplishing the business development goals of a profit yearning business unit.

From the above discussion, it can be safely established that it is essential to evaluate each and every minute aspect while determining the best possible channel for lead generation. Business entities also need to make sure that the quality of leads generated adhere to the expected standards and are able to deliver expected results. Business entities also need to track results on the basis of different parameters to make sure that the benefits reaped out of the activity actually covers up the cost. However, it is important to note that the effectiveness of the generated leads is constantly tracked on regular basis so that the eventual goal of improving upon the bottom line is achieved at all costs.