Sales has always been equated to a numbers game. But as the number of communication channels continues to rapidly expand, the ease with which agents are able to reach potential prospects has become far more complex. Discover some of the challenges sales representatives and contact centers are facing when it comes to their outbound sales efforts:
- The current average salesperson makes only 8 dials per hour and will prospect for 6.25 hours to simply set a single appointment
- 80% of sales require 5 follow-up calls after the first meeting, however 44% of sales people give up after 1 follow up
- 33% of unsuccessful deals could have been won had the seller been better informed regarding the customer and their respective needs.
- 57% of customers feel that salespeople are poorly prepared or not prepared at all at initial meetings
- More than 50% of customers expect salespeople to be better informed about client-specific requirements and goals
- 79% of leads fail to convert due to a consistent lack of lead nurturing
- 92% percent of contact center leaders see high value in sharing real-time key performance metrics with front-line agents—but only 8% have the capacity to do so
- The probability of selling to an existing customer is 60-70%, whereas the probability to selling to a new prospect is 5-20%
- 70% of buying experiences are based on how the customer feels they are being treated.
- Agents spend about 80% of their time waiting for a live pick up and dealing with invalid numbers or answering machines, and only 20% of their time spent actually generating sales and revenue.
- 78% of consumers have bailed on a transaction or not made an intended purchase because of a poor service experience.
- It takes roughly 80 calls to get one opportunity for B2B campaigns
- Only 2% of cold calls result in an appointment
