Making a Strong Sales Force Part One: Follow Up is Key

The driving force of any company, big or small, is a successful sales team pounding the pavement to bring in new business. Without this team, there would be no sales. Without sales, there would be no company.

Because you know the importance of a strong sales team operating effectively, you know how frustrating it can be when goals aren’t met, sales aren’t being made and morale is low. It’s a hard job, cold calling all day, but it’s an important job that needs to be done, and it needs to be done well.

In order to be a great sales person, follow up key. 44% of sales people give up after one follow up while 80% of sales require five follow up touches after the initial meeting. The majority of all sales are made between the 4th and 8th touches.*

So what do these statistics translate to? Not only does this information prove how essential follow up is to converting your prospects into buying customers, but it also shows that your competition isn’t following up, especially not to the extent required to secure the sale. That’s opportunity for you to get in there, earn the customer and grow your sales.

If there’s one takeaway from this, it’s that you need to prove you believe in your product and your prospect. Why should they believe in you, if you don’t believe in yourself? I want to work with the person most convinced of their solution, and willing to follow up with me however long because they believe it’s in my best interest.

Stay tuned for my next blog where I’ll discuss the importance of meeting your customers in the research phase and making a variety of touches to close the sale.


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