SALES STATISTICS

I am not analytical by nature. But when it comes to sales and selling skills, I want to know all the numbers. Most of what I write about is how stinking hard we try to make success, and selling is no different. And when you dig into the Statistics of Sales, you’ll find, for the most part, that if you are persistent and courteous when selling anything, you will be successful beyond all expectations. Here are a few of the sales statistics I’ve accumulated. I’ve studied and updated when necessary, and they’re constantly changing. However, all the changes I’ve found play into my theory.?

LEAD FOLLOW UP

• 48% of salespeople never follow up with a prospect (This one is the most baffling)
• 25% of all salespeople make a single contact and then stop
• 12% of all salespeople only make three contacts and then…stop
• Only 10% of all salespeople make more than three contacts

SALES COMPLETED

• 2% of all sales are made on the first contact
• 3% of all sales are made on the second contact
• 5% of all sales are made on the third contact
• 10% of all sales are made on the fourth contact
• 80% of all sales are made on the fifth to twelfth contact

And I have 18 more pages of Sales Statistics.?

Again, the data shows that you will likely fail if you’re an average salesperson and are not persistent. I’ve always been the top salesperson wherever I have worked, and I achieved that because I never gave up. I was persistently consistent. I understood that business owners, entrepreneurs, and executives are busier than ever in our digital society. Mostly, it’s not that they don’t want to talk to you; they don’t always have the time. I wasn’t pushy or overbearing; I was persistently consistent with my follow-up. I used to strategize on making a sales call that was the most convenient for the prospect. Sometimes, it was at 5:00 in the morning in a snowstorm, but I was there if that was the best time for the prospect. I tried to maximize my sales time, so I looked for opportunities while driving to work and then looked for ways to make a sales call on my way home. The statistics showed that when I did that, I would make at least ten more weekly sales calls per week than my competition. I am validated when a new customer tells me that one of the main reasons they bought from me was that I was the only salesperson to continue to call them and follow up.?

So what’s my special sauce? What’s my magic sales potion? I believe that knowing the numbers gives me an edge. By exceeding the sales statistics I study, I can always change the odds of selling something. This commitment to persistent consistency works for anyone selling anything. When all of my competition gives up, I make one more call, leave one more text or email, and follow up as agreed upon. Doing that 1% more creates a perception that you are the Sales Professional and trusted advisor every prospect wants to work with.?

Again, most of the time, success is much easier than we believe. You need to know your numbers and then go to work! It’s just not that complicated.