Yesterday I was extremely lucky to see Steve Richard, Vorsight’s Head Sales Prospecting Trainer
, present at the Boston Chapter of the AA-ISP
. The topic, "I can't get anyone on the phone"
certainly had everyone's attention.
Steve led off with this question:
How many dials does it take your Reps to get 1 connect?
He then shared the following metric from the folks at ConnectAndSell: 22
Based on millions of calls across all industries, and into small, medium & large businesses, the system-wide Connect Rate so far for 2010 is 4.5%. Or 22 dials for 1 connect with the person you are trying to reach.
Steve laid out a series of factors that are contributing to 21 of 22 dials resulting in non-connects. Here are 3 points that really stood out for me: