Colleen’s Blog

Sales velocity is incredibly important because it is the measure of revenue that you bring in per person each day. It's a great indication of the future success or the gap you are creating based on a variety of key measures.

Salespeople notoriously do not follow up with leads that they are working on. They get distracted by new promising leads coming into the pipeline and they forget about the leads they are pursuing. Simply put, they give up too soon. They are concerned about being perceived as stalkers, resulting in the neglection of good leads.

I was working with a CEO and his management team recently and the CEO said, "If you're batting 300, you would be in the hall of fame." It was a great reminder to salespeople that we don't win all the business.

Throughout this year, we’ve been talking a lot about the hallmarks, the characteristics, and the personality types of the top performers.

If your sales are suffering right now, I want to make you aware of a shocking statistic. According to a study conducted by our friends at InsideSales.com, an incredible 30% of leads are never followed up on by the sales team when passed on by the marketing department. Can you believe it?! It doesn't matter if you have a client base of 10 people or 10,000 people. Ignoring 30% of your leads is a great way to create a sales disaster in your business. At the very least, I'm sure we can all agree that even if your sales are on target, that extra chunk of business can't hurt! Now that we have that surprising stat out of the way, let's discuss what's required in your follow up.

If your sales are suffering right now, I want to make you aware of a shocking statistic. According to a study conducted by our friends at InsideSales.com, an incredible 30% of leads are never followed up on by the sales team when passed on by the marketing department. Can you believe it?! It doesn't matter if you have a client base of 10 people or 10,000 people. Ignoring 30% of your leads is a great way to create a sales disaster in your business. At the very least, I'm sure we can all agree that even if your sales are on target, that extra chunk of business can't hurt! Now that we have that surprising stat out of the way, let's discuss what's required in your follow up.