Following up on sales leads

​How should salespeople split their follow-up time each week?

Not all leads are equal, and neither is the time you spend on them. Here's a simple way to think about where your focus should go:

🔹 Cold Leads – 20%
“Keep the door open.”
These leads aren’t ready now, but a light touch every so often helps you to get to know them better and keeps your name in the frame for when the timing is right.

🔹 Warm Leads – 40%
“Move them along.”
They’ve shown interest, but they’re not over the line yet. A well-timed call or a helpful piece of insight could be just what they need.

🔹 Hot Leads – 40%
“Don’t keep them waiting.”
When the signals are there, act quickly. These are your closest to converting – they need clear answers, not delays.

It’s all about balance. Spend too long chasing cold leads, and you’ll miss the ones ready to book. Focus only on hot ones, and you’ll dry up your pipeline.

If you're looking to sharpen your approach, ask me about REV-UP Your Research and Telesales online programme, delivered in two-hour sessions over three weeks.

Lets learn and grow together.

Speak soon.

Jo