This short YouTube transcript (by Jim Johnson, "Rehash your Sales") provides practical sales management advice about handling stale leads. It emphasizes that rehashed leads should not be returned to the original salesperson; instead they should be reassigned to a different person or team with a documented process so follow-up is consistent and avoids reps only hunting low-hanging fruit.
But. And I'm not going to make this about rehash, but you have to understand that you squeeze the towel. There's a database of people that we like to call just the home improvement procrastinators. And they're just waiting for someone to get back in touch with them. Mattress people. But when you're looking at rehash, it can't go back to the same sales guy. It can't. That if it is a lead from the company, that is that company's lead. And they have to have a detailed process. Not hey, guys, I need you to get back in touch with your pendings. That's not going to do anything. The sales guys are going to look at all the low hanging fruit that they think is going to close. You move it over to a different set of people, and it may just be one person.
