Sales Leads Often Need More Follow Through

We all sell something in business.
When I see the amounts of money spent on marketing every year, and then look at what happens with leads once a company receives them, it makes me believe that the waste in business because of bad or non-existent sales processes may rival the waste I normally attribute to government.
I want you all to know that I do believe in effective marketing programs, but they  must be supported by an effective sales process.
Since I believe that 50 to 70% of sales people do not produce the results expected of them, it did not surprise me when I was sent a study that stated:

  • 48% of sales people never follow up with a prospect.
  • 25% of sales people make a second contact and stop.
  • 12% of sales people make more than three contacts.
  • 2% of sales are made on the first contact.
  • 3% of sales are made on the second contact.
  • 5% of sales are made on the third contact.10% of sales are made on the fourth contact.
  • 80% of sales are made on the fifth to twelfth contact.

Source: The National Sales Executive Association
This leads me to believe that we need to develop more accountability within our sales organizations, develop better processes, and really track what happens to potential prospects.
Weekly Wisdom by Jerry Rollins, Chairman and CEO of Sage Executive Group

Presence Is A Key to Executive Leadership

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”  Maya Angelou, author and poet (1928-2014)
This week we had the privilege of hearing Dr. Elizabeth Fried speak to us about Executive Presence and how much of an effect it has on our ability to be influential, powerful and respected leaders.  She quoted Maya Angelou, and I think the message resounded with the amazing leaders who were in the room. What I also took away is the validation it gave to these leaders of industry that they are able to accomplish great things by utilizing  positive leadership skills vs. leading through the old command and control methods of leadership.
You can learn more about Dr. Elizabeth Fried at
Weekly Wisdom by Jerry Rollins, CEO and Chairman of Sage Executive Group