In this opinion, Chancellor Strine dismissed plaintiffs’ complaint challenging, among other things, open-market purchases by Liberty Media Corporation (“Liberty”) of stock of Sirius XM Radio, Inc. Restructuring, Bankruptcy & Creditors' Rights.Intellectual Property Counseling, Patent & Trademark Procurement.Employee Benefits & Executive Compensation.Cybersecurity, Data Privacy and Information Governance.Alternative Entities and Structured Finance.According to the Marketing Donut 80% of sales require 5 follow-up calls after the meeting, however, 44% of salespeople give up after 1 call. Somewhere around 8 seems like a sensible average, however, a shorter sales cycle or warmer leads will need a lower target as the number of follow-up attempts needed are likely to be fewer and following-up 8 times may annoy and alienate the prospect.Īlso, following-up on a prospect meeting is very different. When it comes to what you should be targeting, research from TeleNet and Ovation Sales Group suggests that it takes around 8 attempts to reach a prospect and suggest 8-12 attempts. The current actual sales average seems to be between 1.3 call attempts ( research) and 2 attempts (Sirius Decisions Research). For example, outbound calling is likely to require more follow-up because the prospects are colder, while inbound leads are likely to be warmer so the benchmark will be lower. When deciding your target benchmark, it’s important to consider the type of leads you’re dealing with and the sales cycle length. If you’re adding Average Follow-up Attempts to your sales KPI dashboard, you might want to also consider tracking these related sales metrics for context. is there anyone else in the business they should get in-touch with?). This final communication notifies the prospect that communication has stopped because it doesn’t seem like a good time and also opens the door for re-direction (i.e. Once a rep has completed a certain number of follow-ups through varied channels, discontinue communication with the prospect by sending an email. Establish zero tolerance for angry responses. Teach your reps to be empathetic to a prospect’s busy life. Don’t get stuck using a single follow-up method.Įffective persistence requires the right tone of voice. Mixing up between phone, email, voicemail and social media will deliver the best results. The medium of follow-up is also important. 48 hours between follow-ups tends to be best. You need to ensure reps aren’t following up with the same prospect every hour. While follow-up is clearly important, it’s critical not to annoy the prospect. Companies will likely increase the number of leads moving down their sales pipeline by being more persistent in contacting them. He advocates making 8-12 calls in order to dramatically improve contact rates. Ken Krogue, president and co-founder of, has blogged and spoken on this topic and the methods necessary to implement improved contact strategies (Krogue, 2012). Mindful of this, it’s imperative for sales leaders to monitor the average number of follow-up attempts made to reach a lead.īetween the years 20, sales reps made on average only 1.3 call attempts to a new lead before giving up, based on research conducted by. However, the average sales rep only makes 2 attempts to reach a prospect, according to research by Sirius Decisions. In 2007 it took 3.68 cold call attempts to reach a prospect, according to research by TeleNet and Ovation Sales Group. Total (#) of Follow-up Attempts / Total (#) of Leads = Average (#) Follow-up Attempts Per Lead Pros:
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How to calculate Average Follow Up Attempts: This will provide a benchmark that’s specific to your company, product, and industry. You can drill down on this figure by calculating average follow-up attempts for only closed leads. The sales metric Average Follow-up Attempts refers to the average number of activities your sales reps make to close a lead (whether or not the lead converts to a customer). Monthly Recurring Revenue (MRR) Closed vs QuotaĪverage Follow-up Attempts What is Average Follow-up Attempts?.
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