A resent survey conducted by LeadMethod reveal gaps in communication and collaboration among manufacturers and their distribution partners and independent sales representatives around lead sharing, follow up rates, and feedback provided.
Roughly half of surveyed companies indicated that they do not know if the leads they are providing their distributors and/or independent reps are even being contacted for follow up. Two-thirds of surveyed companies indicated either less than 20% feedback on shared leads or not knowing if feedback is ever provided.
Key findings from the survey include:
– Only 37% reported 75% or more of leads shared actually receive follow up from a distributor or independent rep.
– 47% of companies that sell 75% or more products through distributors or independent reps do not know if their shared leads are even being contacted.
– 50% of companies that have more than 50 distributors or independent reps do not know if their leads are being contacted.
– 64% of companies that generate more than 50 leads per month either “Don’t Know” or get less than 20% feedback on these leads from their distributors or independent reps.