End of 2012: A Time for Reflection and Planning for Your Lead Gen Team

Devon-McDonald by

The end of the year is upon us, and now is the time to reflect on what went well with your lead gen team in 2012, what didn’t go so well, and what the team’s goals will be for next year.

This process should very much mirror our recommendation for what should be happening during a weekly retrospective with your lead gen team.

A couple of weeks ago, I surveyed some of the lead qualification managers in OpenView’s portfolio, asking them to reflect on their successes this year. In other words, what occurred or took place this year that they are proud of?

Here are some of the answers I got:

“A lead gen team member worked with a sales rep and identified a large account to sell into. The lead gen rep researched and identified the correct people to call into and then agressively called into them. That rep ended up setting up an appointment, which turned into an opportunity, which turned into a low six figure deal that we closed.”

“We have been able to turn the tide and focus on outbound efforts.”

“Q4 is a very important quarter for our company. Over half of the enterprise opportunity pipeline can be attributed to the ADR team, which has only been in existence since April.”

“We’ve truly focused on and developed a planned approach this year.”

“We have successfully transitioned from Excel call sheets to CRM with no down time in their calling efforts.”

Looking Ahead to 2013

Here are some New Year’s resolutions from outbound prospecting managers in our portfolio, too:

“Be more proactive in reaching out to new customers, find them (linked to tight integration with marketing campaigns, which is my New Year’s resolution to make this a reality).”

“QUALITY in addition to QUANTITY. Quality measurements have been missing, and 2013 is all about sharper targeting and quality appointments.”

“It will be around truly understanding our value prop/pitch/vision and conveying that to every person we talk to.”

“To be THE force to be reckoned with as the biggest contributor to the overall company pipeline.”

These resolutions are more qualitative, however I’d encourage managers out there to engage with your teams to come up with a mix of qualitative and quantitative goals and resolutions!

What are your highlights from this year as well as your New Year’s resolutions? Please share! This is your opportunity to brag!