Stephen LynchHow many contacts do your salespeople make with prospective customers?

Jack Daly presents eye-opening research:

48% of salespeople never follow up after the first contact with a prospect.

25% of salespeople make a 2nd contact and stop.

12% of salespeople make a 3rd contact and stop.

Only 10% of salespeople make more than 3 contacts.

80% of sales are made on the 5th to 12th contact.

Here is a small sample of Jack Daly's recommendations for sales success:

Identify the key activities and measures that are necessary to achieve your sales goals, every month, every week. These might include # of face to face appointments, # of outbound calls, # of presentations etc.

Sales managers should inspect each salesperson's prospect pipeline at least twice a month, and hold reps firmly accountable for achieving the required activity levels and sales performance.

Implement a "Touch System" of regular contact with prospects. Mix up the medium you use (personal visit, phone call, email, voice mail, snail mail, fax). Mix up the content (information to help their business, fun things, information about you and your company).

Use an automated contact management system to ensure you maintain your "Touch System" schedule of regular customer contacts.

What does your "Touch System" look like for your prospects?

RESULTS.com and MYOB in association with The Radio Network are delighted to be hosting Jack Daly in New Zealand on Friday August 7th in Auckland. If you are one of our NZ subscribers to this newsletter I strongly recommend you and your sales team go see this man. Business leaders I have spoken to over here in the USA and Canada universally rave about Jack Daly as being the best sales presenter they have ever seen. Your sales results will certainly improve. Just do it.

Stephen Lynch
Chief Operating Officer – Global Operations
RESULTS.com