The truth about sales is that often your salespeople are not doing all they can in terms of follow up.
Every business owner I know spends their hard-earned dollars generating quality leads for their salespeople. The question is whether those leads are being worked to the max.
I pulled these The Truth About Sales statistics come from an article by Gary Johnson, published in the National Association of Sales Professionals blog.
In his article, Gary says that more than 97 percent of the business owners and executives he speaks with around the U.S. cannot tell him how many prospective clients called or walked into their offices inquiring about products or services in the last two months.
These statistics say it all:
- 48% of Sales People Never Follow Up with a Prospect
- 25% of Sales People make a second contact and Stop
- 12% of Sales People only make three contacts and Stop
- Only 10% of Sales People make more than three Contacts
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- 2% of sales are made on the first Contact
- 3% of sales are made on the second Contact
- 5% of sales are made on the third Contact
- 10% of sales are made on the forth Contact
- 80% of sales are made on the fifth to twelfth Contact
Bottom line, until the order is signed, sealed and delivered, keep following up. The truth about sales is that you continually have to market to generate leads and you never give up on a warm lead.