Sales call stats – how does your team rate?

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 with a prospect

So if your sales people are typical of all sales forces, what are the consequences of only 10% of them calling on a prospect more than three times?

Conversion rates increase with sales call rates

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 fourth contact.

80% of sales are made on the fifth to twelfth contact

Sure, it costs more for your people to call more than 3 times, but consider your return on investment when you factor in the typical conversion rates. Three calls and under only converts 10% of sales!

If your sales people are not following up, the stats indicate there is little to be gained by simply adding new names for them to visit. It also shows the value of building brand awareness before the sales person calls.

Source: Richter10. Thanks to Rick Allen for sharing