Every year, the American Association of Inside Sales Professionals (AA-ISP) surveys sales leaders and reps to determine their top challenges and the findings apply to inside recruitment and enrollment efforts. This year, more than 300 people responded to the survey and the major concern among reps was getting enough good leads.
How to address it? Consider these:
· Integrate admissions and marketing with a measurement for success
· Ensure that every inquiry is captured, measured and monetized
· Maximize inbound organic inquiry opportunities with response devices
· Establish outreach to corporations and community colleges
· Use your programs as your product and as a means of establishing market leadership
· Be there when they respond 24×7
· Support your team with best practices and tools that include lead nurturing and a simple CRM that manages inquiries
