Think about it. Did you hire your latest salesperson because you thought they would be “great at taking rejection?” Of course not. But when your salespeople are generating their own leads through old-fashioned cold-calling, they spend 95% of their time hearing “NO”…and maybe 5% of their time generating actual prospects.
But then you expect them to follow-up on those prospects. According to the stats above, when a salesperson gets an interested lead, they should follow-up at least 5 times to get the sale. In other words, they should be expected to endure the prospect telling them “we’re still interested, but we’re not quite ready” at least 5 times before the actual sale occurs. With all that cold-calling and following-up, what percentage of their time do they spend actually SELLING??? Two to three percent? It’s a wonder anyone sells anything!
If this describes your sales process, the reason your salespeople don’t follow-up is because they’re on the lookout for ANYONE who is ready to buy NOW. Rather than call and get rejected and postponed by those “worn out leads”, they’ll simply continue to cold call until they get lucky and find someone who is ready to buy now (or until they can find a job somewhere else).
It’s human nature. You can fight it and continue to lose sales, or you can come of out the dark ages to the new model of selling…