National salesx exectuvie association full#

But Google NSEA, and you will see some fascinating insights into the world of fake stats and more.ģ. This one is often attributed to something called the National Sales Executive Association (NSEA)– as are many of the sales stats you'll see online. The two numbers are then repackaged into an abridged version that trips neatly off the tongue. First, that 80% of sales are made after the fifth call, and second, that 92% of salespeople give up before that. It's an amalgam of two cherry-picked numbers. Even if this questionable stat is coincidentally true for your business, it has little value for a wider audience. 'Around 80% of salespeople get 8% of the sales.' This perennial bad penny sets the standard.

National salesx exectuvie association full#

Internet articles on sales statistics are often front-loaded with words like 'shocking' and 'unbelievable ' the real problem is that the articles themselves are ubiquitous and full of spurious statistics.Ģ. Second, people don't read diligently– a 2014 report from Time magazine estimated that more than half of us spend less than 15 seconds on each webpage we visit. First, neither of those statistics has any practical application.

There are two things to take away from this. claims these 550 trillion megabytes of data would take a diligent reader –make yourself comfortable– three million years to read. 'The internet isn't your friend.' According to the almost-real-time clock on, there are now more than one billion websites. If you are like most companies and do not have an automated follow-up system in place that involves multiple methods of touching the prospect, you should make it a top priority to put a follow-up system in place.1. The more you can automate the follow-up process, the more likely it will actually happen, and the higher your sales-conversion rates will be. There are a variety of CRM systems for every industry that will allow you to establish automated email marketing campaigns, as well as reminders to call prospects or send mailers on a preset time schedule. Creating a sales funnel that involves automated emails and direct mail follow-ups is an ideal system for most companies. The most effective sales systems take a lot of the load of follow-up off the salesperson’s shoulders. That leaves the rest of follow-up to the other methods listed. It is hard to keep meeting with someone over and over talking about the same project. But there is almost no sales situation where more than two or three personal meetings make sense. For salespeople, personal face-to-face meetings are always the best, most effective method of converting leads into sales. It could be a phone call, an email, a personal meeting, or a direct mail piece. Let me define what I mean by the word “contact.” It’s any method of touching a prospect in a personal way. And the sad reality is very few salespeople or marketing systems effectively touch people more than a couple of times. I can tell you from my own personal experience in almost 40 years of sales, that consistent follow-up is a game changer when it comes to sales success.

When there is no personal contact, it takes even more touches to get someone to respond. If your business does not have sales reps, but relies on marketing, the same statistics would be true, and maybe even worse. Because only 15% of salespeople make more than three contacts, this means 85% of salespeople are missing out of 80% of sales. 25% make only a second contact, 12% make only three contacts, and just 15% of salespeople make more than three contacts. Let me give you another set of stats from the same Association:Ĥ8% of salespeople never follow up with the prospect.

But the lion’s share of sales -80% -are made on the fifth to twelfth contact. Below are a few stats from the National Sales Executive Association.Ģ% of sales are made on the first contact, 3% on the second, 5% on the third, and 10% on the fourth. I have heard all sorts of sales stats in my career related to the importance of good follow-up marketing and sales.