San Diego, United States (IBwire.com - November 09, 2009) Too often, sales management professionals underestimate the value of persistence. In a recent analysis of over 15 million sales leads,Leads360 discovered that making 2 calls versus just 1, increases the chances of contacting a lead by 87%. The same study revealed that a disappointing 50% of leads are never called a 2nd time. The research also found that attempting contact 6 times resulted in nearly the maximum possible contact rate, yet nearly 60% of sales people made less than 6 contact attempts.
Sales leads are expensive, and the typical sales manager does not have accurate and readily available call metrics. How are you maximizing conversion rates? Can you provide a clear picture of the number of contact attempts sales agents are making on each lead? Chances are, your sales team is not making enough attempts to maximize contact and conversion rates (tracking leads). This lack of visibility means that valuable sales leads are being wasted.
Prospective leads are busy and cautious, more than 60% of these contactable leads will not be reached on the first attempt. The most successful sales and marketing teams realize this and keep a close eye on their return on investment (ROI), by tracking key metrics such as call attempts.
Your company will greatly benefit from implementing a sales workflow which enforces 6 contact attempts. If you aren’t measuring your call metrics, or you haven’t seen Leads360’s proven lead management solution, you are probably missing out on huge business opportunities.
Leads360 can help your organization with lead pipeline management, lead prioritizing & sales lead tracking, ultimately improving your sales process. With Leads360, you can ensure that every lead has the highest probability of conversion.
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