How do I manage a salesperson who does not follow up on sales opportunities?
The simple process you need to add is an “SLA”.
You need to take away leads, and also opportunities, if they are not followed up with in a prompt fashion. This is fairly easy to implement in Salesforce (or with other systems). If a call isn’t logged within say 24 hours of a lead, it is routed to another rep.
You sort of need to do this if you have a decent velocity of leads. Reps will naturally spend more time on the “hot” leads, and also, on the leads they think have a higher likelihood to close based on informed pattern matching.
Route the rest of that rep’s leads to someone else if she/he doesn’t follow up very quickly. Magic will happen then. You’ll make more $$$ per lead.