Why Sales People Aren’t Calling Their Leads

Frustrated Sales ManGreat products. Great pricing. A full quiver of phone savvy sales professionals armed with plenty of leads, but no one is calling their leads…. Why?

The Rub
Many companies pay significant amounts of money to generate leads for their sales teams, and yet, many of those leads never get called. Salespeople have a tendency, like most of us do to take the path of least resistance, and as a result, many otherwise perfectly viable leads get ignored and become stale. Why is that?

Problem #1: Where to Begin
Some salespeople have a knack for organizing their day and executing on the highest return activities, but they are in the minority. Lacking clear direction and a solid plan, the majority will actually only spend about 40% of their time on the most valuable sales activities. Whether it’s a lack of confidence, or a lack of organization, the result is the same… a lack of worthwhile activity.

Problem #2: But Other Leads Responded
If salespeople are getting more traction with a handful of their leads, others are often left to rot on the vine. Intuitively, salespeople equate activity (any customer-facing activity) as a buying signal, the fast track to sales nirvana, the shortest path to quota attainment. Unfortunately, just because a lead is willing to talk, doesn’t necessarily mean they are the ideal lead that should get the salesperson’s full attention, to the exclusion of others.

Problem #3: I Got Distracted / Busy
Social media, email, customer issues, colleagues over the cubicle wall…the list goes on and on. A recent article by Reuters states that an estimated 2.1 hours of productivity a day is lost, per employee, because of distractions.  It’s not necessarily that the distractions themselves are not pertinent, but the refocusing time to get back to the task in a fully cognizant mode after being distracted or interrupted can be as much as 15 minutes!

Problem #4: I Tried Once, but They Didn’t Answer
Experts differ and pontificate on the number of attempts one should make to reach a prospect before giving up.  Anywhere from 4 to 18 attempts have been recommended so it’s clear that calling once and giving up should not be an option.

According to a CSO Insights survey, sales reps research as many as 15 different sources prior to calling a prospect. 82% of sales teams feel challenged by the amount of data available and the time it takes to research a prospect before making a call.

You’ve got some hard working salespeople. So why are they struggling to make quota? The problem could be that they are busy doing a lot of the wrong things. Equipping your reps with the right tools can make all the difference. If you could give your reps more time to sell, more focus, more confidence, a guide to prioritize who to call and when, and what to say to them, what might that be worth? How would that speed up sales cycle times?

Get involved in the conversation in the comments section below!

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