Are enough contacts made for a sale?

As a CEO/President for many years I can attest to the following:

According to the National Sales Executive Association,

  • 12% of sales people only make three contacts and stop
  • only 10% 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
  • 10% of sales are made on the fourth contact
  • 80% of sales are made on the 5th to 12th or more contacts

Sales people need on-going training, a process and a culture of sales / selling success. 

I work a daily process for myself, interested sales management and sales people.

Let me know your thoughts — 

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