Why most of sales teams fail?
25th Jul, 2021, Sun
If you have run a small business or a startup without prior sales knowledge, you often fail at building a successful sales team for as long as 2-3 years.
Let's understand today one of the main reason.
Inconsistent follow-ups & quota re-assignment.
- Your team have 500 prospect database, you send email to 20 today. Called 10 today. You will had no reply from the 20 emails, 7 didn't pick-up the call, 2 said no.
- Because you are good, you stopped chasing those 2 and called 7 who didn't pick-up. But didn't add or work on adding extra 2 to that day's call list quota.
- Also, you didn't start calling fresh 10 prospects.
- Also, you didn't call the 2 who said no, after a month or so.
Now look at the issues this created:
- Because you never followed up the old 2 or any rejection after that, you didn't get a chance to be heard when they might be needing your solution. Business situations change, people feel the need of something, they didn't have few months ago. Calling again, ensures you don't miss out on those leads. Nearly 30% of leads get generated from prospects, who said no to you in the first place. When you don't call, and they don't remember you, and another vendor reached them at that point, they buy from them.
- When you don't add additional call quota to your daily quota, you miss the day's work by some percentage, now this reduces your percentage of future sales.
- Because you just hold on to the old calls, your future conversion and your rhythm hampered.
- Thus your morale went down too.
So what to do about it?
Read in my next articles :)