Shocking Sales Statistics as It Relates to Follow Up

Date February 21, 2011

Truly shocking sales statistics as it relates to your  follow up process:

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

Creating and using a follow up system is a guaranteed way to grow your business.  In fact with less than 52% of all sales people following up with their prospects you will not only grow your business but you will stand out amongst your peers.  And remember 80% of sales are made in the fifth to twelfth contact if you are in a market with heavy competition you literally eliminate your competitors by simply following up.

To learn more about creating a follow up system make sure you to read Creating a Follow Up Strategy where I discuss follow up strategies for existing customers.

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13 Responses to “Shocking Sales Statistics as It Relates to Follow Up”

  1. Tweets that mention Shocking Sales Statistics as It Relates to Follow Up | Follow Up Success -- Topsy.com said:

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  2. Joeann Fossland said:

    Can you tell me the source of the stats?

  3. Claire Boyles said:

    useful information, I’m curious where did you get your statistics from? I’m looking for similar stats so that I can include in an article I’m writing about how much more effective TIMELY follow up can be…

  4. Dana said:

    Great post!- I too would like to know where you found this great research.

  5. Pashmina said:

    When I first heard this stat the first time, I was very surprised. And it’s helped me make sure I don’t get discouraged, and follow up, follow up, follow up.

    But I am curious too, where are these stats from, what is the source?

  6. Alan Underkofler said:

    Thank you for the continued response to this post. The stats are from The National Sales Executive Association.

  7. Follow Up. Follow Up. Follow Up. | Living Opportunities said:

    [...] Victoria31 seconds ago Shocking Sales Statistics as It Relates to Follow Up | Follow Up Success48% of sales people never follow up with a prospect 25% of sales people make a second contact and [...]

  8. shawn said:

    I have looked, and searched, and even sent a request to Snopes.com to see if there is really an organization called, The National Sales Executive Association, and if so, where I could find their information and get confirmation from them directly in regard to the stats. So far, no luck. I can’t find any such organization called The National Sales Executive Association.

  9. 3 Follow-Up Strategies to Build Relationships | Holiday Cards Unlimited Blog said:

    [...] if you want a sale, it isn’t. Statistics indicate how important it is to keep building a relationship, offering a rundown on when sales typically [...]

  10. Ian Brodie said:

    Everybody quotes these figures as being from the National Sales Executive Association. Unfortunately, no such organisation ever seems to have existed.

    If you look at the numbers, they’re far too neat to be real. No doubt someone made them up to make a sensible point about how important regular contact is. There doesn’t appear to be any real evidence for them though, and of course any real numbers would vary massively by industry.

    Ian

  11. Nurturing Leads After an Event | Wealth Management Marketing said:

    [...] 1http://www.followupsuccess.com/2011/02/21/shocking-sales-statistics-as-it-relates-to-follow-up/ [...]

  12. Jose Leon said:

    Here’s the website for the National Association of Sales Professionals:
    http://www.nasp.com/

    I believe the stats came from them, or at least they are credited for it.

  13. Greg said:

    There are lies, damned lies, and statistics. Regardless of whether the source of the statistics is legitimate, the interpretation here gets the causation wrong. Salespeople often stop following up with some prospects because they’re bad prospects (i.e., no budget, not ready to buy). More follow-up with bad prospects would just leave less time to focus on the high-quality ones. There are plenty of salespeople who follow up with me half a dozen times after getting my name from a conference list despite the fact that I have no interest or budget for their products. Is that good sales performance?

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