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Amine is La Growth Machine's content manager. He is responsible for the blog content, covering topics related to prospecting, LinkedIn, growth hacking, and lead generation in general. Apart from writing awesome articles, you can find him creating bizarre cocktails or listening to podcasts while cooking. A psychopath, I know 😱

Before we delve into the intricacies of guiding your sales team’s evolution with La Growth Machine (LGM), there’s a fundamental question to address: Who initiates the campaigns, and who handles the conversations?

Typically, the salesperson is the one who manages said conversations. However, there are scenarios where a dedicated individual takes on this role.

Example 🔍

We typically launch campaigns related to LGM, via LGM, say for instance a multichannel prospecting sequence aiming to generate leads.

These campaigns are generally launched from multiple different Higher-Up accounts, but only one person manages them; our sales master, Adrien. He’s the one who initiates and oversees everything about these campaigns; from the copywriting to reply management, etc.

But here’s the catch: When it comes to other companies, who launches these lead generation campaigns? Do salespeople do it themselves, or do you have a Growth Manager who scouts for new leads of all kinds?

The two types of Sales Management:

Let’s explore both scenarios to understand how LGM fits into the equation.

  • Sales Reps Sourcing Their Own Leads:

If your Sales Development Representatives (SDRs) are responsible for finding their own leads on a weekly basis, LGM easily assures you that they’re staying on track!

You can monitor their activity within each of their campaigns, at the Identity Tab level, the number of actions they’ve executed, the number of generated and activated leads, etc.

It ensures that they keep the lead engine running smoothly regularly, keeping up with their prospecting work.

Suppose they don’t keep the proverbial (lead) machine going for two or three weeks because they’re already dealing with an overwhelming amount of opportunities. They’ll quickly find themselves in a prospecting void afterwards because it’s a job that has to be done continuously.

  • Centralized Lead Assignment:

In more advanced organizations, a Growth or Outbound Manager might create prospect lists and distribute them to the sales team.

Example 🔍

You have one manager responsible for finding 100 new contacts per week per salesperson and distributing these leads.

This method optimizes lead distribution, ensuring that each salesperson has a steady flow of opportunities.

The goal here is to utilize LGM to ensure that sales reps always have a sufficient number of opportunities.

Thanks to LGM’s Report Tab, you can be sure that you’ll always have a certain number of opportunities, and we know that out of the 100, at least 10-15% of people will respond, and half of them will be qualified.

The second aspect to consider is how these opportunities are handled. If a sales rep is flooded with opportunities, they will simply become less responsive to messages, potentially missing out on valuable leads.

This is where the inbox feature becomes invaluable, especially when managing sales operations. Let’s dive in!

Why is La Growth Machine ideal in this case?

As per what we said earlier, this is where LGM really comes into its own;

1. Lead Qualification:

Firstly, you push your sales team to qualify their opportunities in the tool. Lead qualification is a recent addition to our features with a significant performance-monitoring component, make sure to check out how to do it right here!

The core idea behind lead qualification is not solely to gauge opportunity rates. It’s also to guarantee that all responses are treated, and treated well.

And so you, as a sales manager, your role is to check on the Reports tab, that there aren’t a certain number of opportunities that remain unqualified, so by implication untreated.

With the Inbox, you have easy access to your salespeople’s conversations and can assess how they handle each one.

Does a salesperson tend to dismiss leads as “Not interested” without exploring further?

And this is exactly why we added these 2 qualification criteria particularly:

Understanding why a prospect isn’t interested is crucial, and can usually be turned into an opportunity.

You too are due for a sales strategy upgrade! 😉
Now that you know all about our advanced Inbox & Sales Management capabilities and
Ready to explore even more ways to enhance your sales strategy?

2. Monitoring and Coaching:

In sales, a “no” can always be qualified! So this is a coaching opportunity for your salesperson:

  • The lead says it’s the wrong time for them: When is the right time? In 3 months? 6 months? Take a note to follow up in that timeframe!
  • The lead is already equipped with a competitor’s tool: Well, ours is better in this specific area. You’re looking for this feature, well we got it!
  • etc.

As a result, you teach how your salesperson can take an initial no -for instance an “Already Equipped”, and turn it into a potential call.

So, lead qualification enables you to ensure that, overall, opportunities are handled at zero level.

And as a sales coach, you can look by individual salesperson, through identities, to see how opportunities are being qualified and how they’re overall being managed.

With Inbox, if say you’re onboarding a new salesperson, it’s interesting to be able to look at all of their conversations, how they handle responses, how they handle questions asked of them, etc.

And based on what you find, possibly tell them “Here, you could have handled this differently to be able to lead to a discussion”, “Here, maybe you should’ve focused on this part or this feature”, etc.

Final Thoughts

When it comes to managing the evolution of your sales teams and providing effective guidance, the focal point is the Lead Qualification stats and Inbox management.

Instill the practice of always having leads be qualified by your sales team, even if it’s a “No”. And so you know that, if a lead isn’t qualified, it implies that it hasn’t been addressed.

The simplified version of the LGM Inbox is all about saving you time by allowing you to manage your conversations, whether they are email responses or other forms of communication.

However, LGM offers sales teams (and especially managers) the unique advantage in the ability to coach their underlings based on real interactions. It allows sales managers to guide their teams toward more productive and meaningful conversations.

You can provide feedback instantaneously when something isn’t quite right. Because it’s a shared inbox, and you have access to Email and LinkedIn elements, this functionality is invaluable.

Without it, you’d have to take screenshots, and you wouldn’t be able to respond on behalf of someone else.