function into a new role. For example, if someone whose primary role is to generate outbound leads begins spending more than 20% of their time qualifying inbound leads, it’s time to look at specializing and creating a separate role just for responding to inbound leads. Likewise, if a field salesperson is spending more than 20% of their time prospecting for new client business (rather than developing business from their current pipeline and customer base), then look at how you can specialize to reduce their prospecting burden. Regardless of how many Account Executives (AEs) you have, if you're getting a couple of hundred inbound leads per month, you should have an inside Market Response Rep qualifying them for the AEs. If you already have three or four AEs, don’t make your next hire another AE. Consider hiring an outbound Sales Development Rep that can spend 100% of their time working to feed the AEs. Online Presentations You can find slide presentations on inbound lead management, Cold Calling 2.0, and more on www.PredictableRevenue.com.