I am not sure of your call tracking system, but the most important for your sales personnel to know is the products that you are handling. List out all calls in record and distribute these calls (enquires) to your respective sales person. Have at least a weekly meeting to go through all the sales enquiries and list out how many have actually go to the prospective customers' site to see the application. This is the best way to judge the prospective customers' requirements. The best if possible is to follow your salesmen and show them the techniques of selling a product. I have always told the salesmen to make contact with all the enquires. You may not have the exact unit that the customer requires, but a good salesman can always find something almost equivalent for their applications. My advise to my salesmen - the prospective customer had a material handling problem and you are there to solve their problems. I am not a salesman by profession, but I do training in sales application in the forklift industries. I am actually a service personnel and act as a trainer in both sales and service.