6 TIPS FOR GOOD PROSPECTING
Posted: Wed Jan 01, 2025 6:53 am
The larger the sales force, the more likely they telegram data are to dedicate salespeople to prospecting. 60% of companies with more than 100 salespeople specialize some of them in prospecting. For 20% of them, this function is outsourced. On the other hand, all companies with three or fewer salespeople keep their "generalist" salespeople. The latter handle both prospecting and other functions.
Specialization of salespeople according to the size of the sales force:
The effectiveness of prospecting, according to the survey results, depends on the specialization of the sales representatives. It is recommended to have, for a sales force of three or more sales representatives:
a salesperson dedicated to prospecting
two sales representatives dedicated to closing.
On average, non-prospecting salespeople make 12.7 phone calls per day. Those who are specialized make 18 successful calls for a salesperson 100% dedicated to prospecting. As a result, a team made up of dedicated salespeople will contact 42% more prospects than a non-specialized team.
Among all the companies surveyed, the overall conversion rate is on average 1.1% . In other words, out of 100 prospects contacted we have
17 result in a real telephone exchange.
2.7 turns into appointments,
1.1 project is taking shape following these discussions.
Specialization of salespeople according to the size of the sales force:
The effectiveness of prospecting, according to the survey results, depends on the specialization of the sales representatives. It is recommended to have, for a sales force of three or more sales representatives:
a salesperson dedicated to prospecting
two sales representatives dedicated to closing.
On average, non-prospecting salespeople make 12.7 phone calls per day. Those who are specialized make 18 successful calls for a salesperson 100% dedicated to prospecting. As a result, a team made up of dedicated salespeople will contact 42% more prospects than a non-specialized team.
Among all the companies surveyed, the overall conversion rate is on average 1.1% . In other words, out of 100 prospects contacted we have
17 result in a real telephone exchange.
2.7 turns into appointments,
1.1 project is taking shape following these discussions.