A number of consultancies had published reports on sales force effectiveness. From the results, one message that came out consistantly was how poor sales people were at lead generation and prospecting.
According to Proudfoot Consulting, only 10% of salepeople's time is spent prospecting. And a larger study from CSO Insights showed that there was a 20% increase in firms saying they are "poor or dismal" at lead generation.
The article quotes that "58% of sales leaders say they are poor in defining a prospecting method; only 33% say their reps are making enough calls".
Em...excuse me, perhaps they should be talking to us about our services ;-)
Labels: sales lead generation