Salespeople need to respond to sales leads immediately. All our sales training participants in Vancouver, Victoria, Edmonton, Calgary and Toronto would agree. Who wouldn’t? Yet, the response time to sales leads for many companies ranges from OK to downright horrible.
While we all agree that this is an important component of a successful sales strategy, why does it take so long for many B2B and B2C Salespeople to engage with a lead? Here are the reasons why and what your company can do about it.
In the 6 years that our company has been in existence, I would estimate that 95% of the time, we are the first sales training company to respond to an inbound lead when a decision maker contacts more than one supplier. Our average response time is less than 30 minutes. In many cases, the person who reached out to us is quite shocked when we contact them so quickly. Our commitment to making this a priority is a major influence on winning the business. Yet, it appears that quick response time is something that we all agree with but aren’t fulfilling.
Many companies are slow to respond to sales leads
Here are some interesting statistics from a few studies done on lead response time. Drift, an online systems management company, tested 433 companies in their lead response time in a 2017 survey. Here’s what they found.
If you’re a Salesperson who believes in making a consistent commitment to learning new skills, check out our book SHUT UP! Stop Talking and Start Making Money available on Kindle and paperback on Amazon or our online sales training program The Sales Skills Incubator. Take the free trial on Chapter 1 – The Stigma of Sales.
If you’re a Sales Manager in Vancouver, Victoria, Edmonton or Calgary looking for sales training, give us a call at 250-339-3355 or email [email protected]. We design fully individualized sales training programs for our clients.
Dave Warawa – PROSALESGUY