EXECUATIVE-TELECALLING & LEAD FOLLOW-UP

Position

EXECUTIVE – TELECALLING & LEAD FOLLOW-UP

Department

Pre-Sales

Location

Gurugram

Reporting To

Manager – Pre-Sales & Lead Conversion

Experience

1–4 years in Telecalling, Inside Sales, Pre-Sales or Real Estate

Industry Preference

Real Estate / Residential Property / Financial Services / Customer Acquisition

Salary

6Lakh-9Lakh/Year

⸻

ROLE PURPOSE

The Executive – Telecalling & Lead Follow-up will be responsible for outbound calling, systematic follow-up and re-engagement of existing, cold and inactive leads.

The primary objective is to identify genuine prospects, nurture them through regular communication and generate qualified opportunities and appointments for the Pre-Sales Manager and Sales Team.

The Executive will play a critical role in ensuring that old, cold and unresponsive leads are not lost due to lack of follow-up.

⸻

KEY RESPONSIBILITIES

A. Cold & Old Lead Calling

• Call cold, old and dormant leads from the company’s existing database.
• Reconnect with previous enquiries and understand their current requirements.
• Identify whether the customer is still looking for property.
• Update customer information, requirement and buying timeline.
• Maintain a professional and persistent approach without being intrusive.

B. Lead Follow-up & Nurturing

• Follow up regularly with leads who have not yet made a decision.
• Contact unresponsive and inactive prospects through calls and WhatsApp.
• Maintain a structured follow-up schedule for every active lead.
• Share approved project information, brochures, location details and other relevant material.
• Keep prospects engaged until they are ready for further discussion or a site visit.
• Reconnect with leads at appropriate intervals based on their buying timeline.

C. Basic Lead Qualification

Understand and record

• Preferred location
• Property requirement
• Approximate budget
• Investment or end-use requirement
• Purchase timeline
• Funding/payment preference
• Current level of interest

Identify Hot, Warm, Cold and Not Qualified prospects based on the company’s lead qualification process.

⸻

APPOINTMENT & SITE-VISIT SUPPORT

• Generate appointments and callbacks for the Manager/Sales Team.
• Identify prospects showing genuine buying intent.
• Pass qualified and high-intent leads to the Manager – Pre-Sales & Lead Conversion.
• Assist the Manager in coordinating site visits.
• Follow up with customers before scheduled appointments.
• Follow up with customers who postpone or miss appointments.
• Support the reactivation of prospects after site visits where required.

⸻

CRM & DATABASE MANAGEMENT

• Maintain accurate customer records in the CRM/database.
• Record every important call, conversation and customer response.
• Update lead status after every meaningful interaction.
• Ensure the next follow-up date is recorded for active prospects.
• Maintain proper records of old, inactive and reactivated leads.
• Avoid duplicate entries and maintain database hygiene.
• Ensure no assigned lead remains unattended.

⸻

LEAD HANDOVER

When a prospect demonstrates strong buying intent, the Executive should

Identify → Qualify → Record → Escalate → Handover

Hot and qualified leads should be immediately shared with the Manager – Pre-Sales & Lead Conversion along with

• Customer requirement
• Budget
• Preferred location/project
• Buying timeline
• Key objections/questions
• Conversation history
• Proposed next action

⸻

DAILY RESPONSIBILITIES

The Executive is expected to

• Review the assigned database every morning.
• Prioritise pending follow-ups.
• Make outbound calls to cold and old leads.
• Follow up with active prospects.
• Re-engage inactive/unresponsive leads.
• Conduct basic qualification.
• Generate callbacks and appointments.
• Escalate hot/qualified prospects to the Manager.
• Update CRM after every meaningful interaction.
• Submit daily calling and follow-up activity reports.

⸻

KEY PERFORMANCE INDICATORS (KPIs)

Performance will be measured on productive conversations and lead conversion, rather than simply the number of calls.

Primary KPIs

• Outbound calls completed
• Meaningful conversations
• Leads successfully re-engaged
• Qualified leads generated
• Appointments/callbacks generated
• Site visits assisted/generated
• Old/cold lead reactivation
• Follow-up completion %
• CRM updation accuracy

Quality KPIs

• Quality of leads handed over to Manager
• Customer response rate
• Appointment show-up rate
• Follow-up discipline
• Database accuracy

⸻

REQUIRED SKILLS

• Excellent communication and conversational skills.
• Clear and confident telephone manner.
• Good listening ability.
• Persistence and strong follow-up discipline.
• Ability to handle rejection professionally.
• Basic sales and customer-service skills.
• Ability to understand customer requirements.
• Comfortable using CRM, WhatsApp and calling systems.
• Basic knowledge of MS Excel/Google Sheets will be an advantage.
• Target-oriented and self-motivated.

⸻

CANDIDATE PROFILE

The ideal candidate should be

• Energetic, disciplined and comfortable making a high volume of outbound calls.
• Patient and persistent with cold and inactive leads.
• Comfortable speaking with customers from different backgrounds.
• Interested in developing a career in real estate sales and pre-sales.
• Able to follow a structured calling and follow-up process.
• Comfortable working with daily targets and performance reporting.

Prior experience in real estate telecalling, inside sales, BPO, banking, insurance or customer acquisition will be an advantage.

⸻

REPORTING STRUCTURE

Manager – Pre-Sales & Lead Conversion

↓

Executive – Telecalling & Lead Follow-up

↓

Qualified / Hot Leads

→ Sales / Closing Team

⸻

CORE OBJECTIVE

“Revive every possible opportunity, qualify genuine prospects and ensure that no valuable lead is lost due to inadequate follow-up.”

The Executive’s ultimate contribution will be measured by the movement of leads from

COLD LEAD → CONTACTED → ENGAGED →