Sales Follow-Up Statistics You Need to Know

May 15, 2018

The sales follow-up is where most deals are won. Unfortunately, it’s also where most deals are lost, especially when sales reps don’t make enough follow-up attempts to work a lead and ultimately close the deal. Whether you’re a sales development rep looking to get a leg up on the competition or a sales manager looking to improve your team’s performance, these sales follow-up stats should help. How do you compare? How does your team compare? How does your organization compare?

80% of Sales Require Five or More Follow-Up Phone Calls

Salespeople are always eager and willing to close a deal the first time they talk to a prospect, but very few sales occur at this stage. Studies reveal that on average 80% of sales occur only after at least five follow-ups beyond the initial sales contact. That’s why tenacity sometimes beats out talent in sales. If everyone was ready to fork over cash to the first person to call them up with an incredible offer, there’d be a lot more salespeople making a lot more money. The truth, however, is that sales is hard, and many people simply don’t have what it takes to survive in this profession—they don’t have the tenacity to persevere.

44% of Salespeople Give Up After One Follow-Up Attempt

And yet, despite evidence that it takes at least five or more follow-up attempts to make a sale, the stats tell us that almost half of salespeople give up after just one effort. Reps who give up after one “no” usually aren’t top-performing salespeople in their organizations; that distinction usually goes to reps who understand that sales is about talking through objections and building relationships over time. In fact, one study found that 95 percent of top sellers have a relationship-oriented style rather than a transaction-based approach to selling.

SDRs Who Make 9 or More Contact Attempts Perform 16% Better

According to the Sales Development Metrics and Compensation Research Report by the Bridge Group, an inside sales research and consultation organization, companies where reps make nine or more attempts per prospect before moving on reported 16% higher PPS than those making the average 8.2 follow-up attempts.* The sweet spot appears to be 9-12 attempts per prospect. Overall, the average number of attempts is up 46% since 2012, suggesting that prospects are taking longer to convert once they enter the sales pipeline. Successful SDRs understand that the buyer’s journey is just that, a journey, and that it can take some time (and multiple follow-up attempts) to turn a prospect into a paying customer.

*“Power Pipeline Score,” developed by the Bridge Group to compare the effectiveness of sales development groups against one another.

Give Your Reps Better Leads to Follow-Up With

How much time do your SDRs spend looking for somebody to call? If you want to fill your pipeline with quality leads, Intelemark can help. Our B2B sales lead generation campaigns allow us to identify prospects on your behalf who are not only willing, but anxious to talk to one of your reps. Request more information or schedule a test campaign to learn how a customized B2B telemarketing campaign can drive leads (and results) for your organization!