Ivan Seguro

Should bottomline sales be calculated by lead generation people?

Yes and no.

Everything should be calculated. But in fact, lead generation has little effect on the sales team performance. And reasonably speaking, if a salesperson is on a mission to close the calls KPI for the month as fast as possible, the lead generation manager has no influence to help with that.

On the other hand, if you have won prospect paths, clearly resulting in deals, the calculated bottomline will suggest which campaign exactly should be increased.