Sales

Two Important Lessons for Managing a Lead Generation Team

November 18, 2013

Whether you’re a first-time manager or a savvy vet, what is the very first thing you should do when it’s time to dive in and start managing a lead generation team?

Your outbound lead generation team is just like a light, right? Just flip the switch once the team is built and it automatically starts doing its thing? Well, not exactly. In fact, according to Christy Weymouth, who launched ExactTarget’s team in 2005, actively managing a lead generation team properly right out of the gate is a critical part of its success.

During her seven years as head of the lead generation team at ExactTarget, Weymouth gleaned two particularly important lessons for managing. First, she encourages you to build your team wisely with clear goals for employees in mind. Second, provide your reps with with a clear and compelling reason for calling their prospects each and every time they reach out or follow up.

More Advice From Christy Weymouth

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Photo by: Oliver Tacke

Director Sales Development

<strong>Christy Weymouth </strong> was Senior Marketing Manager for the South Region at <a href="http://www.exacttarget.com/">ExactTarget</a>, a salesforce.com company. She was responsible for establishing the outbound team at ExactTarget in 2005. Connect with her on Twitter <a href="https://twitter.com/christyw4">@christyw4</a>. Currently, Christy is Director Sales Development at Return Path <a href="https://returnpath.com/">Return Path</a>.