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You can select any of the self-assessment surveys listed below
Assess: Lead Management
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Assess: Lead generation
Assess: Lead Management
Assess: Response Management
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How do we know?
KMA works with scores of companies on real lead generation projects. So, we get a pretty good idea of the state of the art in lead generation and lead management. It is against this real-world standard that these surveys are built.

If this self-assessment of your lead management isn't working for you, read the right hand panel for an alternative.


 		  
Lead management: The secret behind the most successful marketers
Type A organizations get two or even three times as many wins from the same source of leads as Type B organizations. If you are confident that you are in Type A, you don't need this survey. Otherwise...

...answer the questions below, then click on "View Assessment" below to get your assessment.

Question 1: Overall satisfaction with your lead management:
Overall how satisfied are you with the way you manage opportunity?  Is there a watertight process in place for each valuable lead?  (Your answer should cover all leads whether they are generated in-house or come from others).

Question 2: Overall confidence in lead management data and its use:
Overall how confident are you that the lead management data is complete and accurate? Are you maximizing the learning and improvement of your marketing and sales through a closed-loop lead management process and management reporting? (Your answer should cover all leads whether they are generated in-house or come from others).

Question 3: Integration with sales and financial management:
What is the relationship between your lead management system and key management processes like pipeline management and sales forecasting?

Question 4: Multiple lead management systems:
When you get leads from your partners or from cooperative campaigns you are often required to provide feedback in lead management systems. In the list below check all of the types of lead management system that your organization uses.
 

Our own in-house lead management system

IBM lead management systems (such as PWLM)

A distributor's lead management system (such as Avnet's SmarTracker)

Lead management system(s) for other partner(s)

Some leads have to be updated in two or more of the above systems

Question 5: Sharing lead management information:
Some partner programs require you to provide lead management updates to your partners (such as IBM or a distributor). Describe how you see this under the following two headings.
 

Productivity implications of mandatory partner lead management requirements

Privacy concerns surrounding mandatory partner lead management

Question 6: Cost of lead management:
How much should it cost and how much is it costing to manage leads?

How much should it cost on average to manage a high-value lead from cradle to grave over many months?

In the last 12 months, what has been the average actual cost to manage your high-value leads?
 

Question 7: Updating open leads:
Garbage in - garbage out. The value of lead management is critically dependent upon regular, accurate updates of each open lead. Indicate below the methodology you use for updates and the effectiveness of the process.

What methodology do you use for getting regular updates to open leads?

How effectively does the lead updating process work?

Question 8: Issues, concerns, observations:
Read the following list of statements and check any that you agree with or that apply to your organization's lead management activity.

I have limited confidence in the in-house lead management reports I see. I have limited confidence in the lead management reports I get from partners (IBM, distributor, other partners).

Some good leads fall through the cracks. Lead management systems are not needed. It can be done informally.

Our sales reps resent having to regularly provide lead updates. Sometimes we have to update leads in multiple systems. (in-house and partner).

Our in-house lead management process/system is over-complex and/or ineffective. The partner lead management process/system we must use is over-complex and/or ineffective .

We would benefit from a better in-house lead management process/systems. We would benefit from better integration between in-house and partner lead management processes/systems.

Click the View Assessment button below to have your answers analyzed.

          




Why self assessment?
Some people like the speed and anonymity of this type of survey. But lead management is a complex issues and it might be more effective to discuss it with others in a marketing clinic.

Marketing clinics

The same KMA consultants who produced these surveys are available to assist with assessing your current lead management or any other aspect of marketing. These clinics take a little longer than the surveys but, of course, they are more flexible and powerful - plus they are free! Click here for more details if you think a marketing clinic could help you.