InsightSquared describes their company as “#1 in Salesforce Analytics for Sales and Marketing” that “delivers powerfully simple business analytics for companies of any size.” Their recently released one page research paper, “Should Your Sales Reps Keep Calling That Prospect”, includes important tips you can begin to utilize for your sales force.
In a three month period from June through August of 2013, InsightSquared studied over 21,000 sales calls in compiling their report that suggests three solid points for sales teams to consider:
Sales Call First Dial Importance
It appears that a sales person’s first call attempt is the best opportunity to reach a prospect as “connect rates drop 33% after the first dial.” Here are a few tips to make your representatives more effective:
- Reps must be prepared and have their sales script polished and ready for the first opportunity to sell
- Document and schedule the optimal time to call prospects
- Make sure reps continue to follow-up on accounts when they have a decision maker’s contact number
- Stop attempts to connect on weaker accounts after 6+ “touches” and return when lead flow is slow
How Many Times Do You Dial?
According to InsightSquared the real gold is often found in the fact that “there are a lot of conversations buried in seemingly unreachable prospects.”Although it may seem incorrect to continue to call on a prospect after four or five attempts, according to their research, “even after 10 attempts, our reps were able to connect with their prospects almost 5% of the time.” Even though there is a rapid decline in “connect rates” at the beginning, there is a leveling off after the sixth dial.
Sales Call Organization
How many sales calls should you have your sales reps make on each prospective client? According to InsightSquared’s data the number of sales calls a rep makes to a particular client is “dependent upon your lead flow.” If your reps are working with an abundance of new leads then first contact calls should be the focus. Conversely, if the lead flow slows or is absent for the time being then representatives should spend the majority of their time trying to connect with old leads they have yet to contact.