{"id":18653,"date":"2019-06-29T18:32:06","date_gmt":"2019-06-30T01:32:06","guid":{"rendered":"https:\/\/futuresharks.com\/?p=18653"},"modified":"2020-09-19T13:48:30","modified_gmt":"2020-09-19T20:48:30","slug":"study-backed-tips-for-sales-engagement-success","status":"publish","type":"post","link":"https:\/\/futuresharks.com\/study-backed-tips-for-sales-engagement-success\/","title":{"rendered":"Study-Backed Tips for Sales Engagement Success"},"content":{"rendered":"\n

A sales team is only as good as its salespeople. That\u2019s true, to a certain degree<\/em>. A sales team also needs a solid process, backed by quality metrics if it hopes to have sales engagement success. You can\u2019t hope to rely on basic metrics like call activity<\/a> levels to guide your sales engagement. At best, all that gives you is an incomplete picture of your team\u2019s performance; at worst, it can reinforce bad practices. <\/p>\n\n\n\n

What you need instead are tips for sales engagement success that\nare study-backed<\/em>. And that\u2019s where\nthis article can help. Condensing findings from a Tefler School of Management\nstudy that analyzed 130,000,000 interactions across 45,000,000 unique contacts,\nthis article has come up with three important sales tips. <\/p>\n\n\n\n

If you are interested in a more in-depth look at the Tefler Study\u2019s findings, be sure to read this<\/a> article. <\/p>\n\n\n\n

You\nNeed Speed to Lead<\/h2>\n\n\n\n

You might think that as long as your sales reps get around to\ncontacting a lead, what\u2019s the difference when<\/em>\nthey contact? But speed to lead matters \u2013 big time. The aforementioned study\nfound that contacting a lead within the first hour was 7X more effective than\ncontacting after just 24 hours. That means every time one of your reps sits on\na lead for a day, engagement success swiftly diminishes. The sweet spot,\naccording to the study, appears to be somewhere between 10 and 60 minutes of a\nquery. <\/p>\n\n\n\n

Duration\nMatters<\/h2>\n\n\n\n

The duration of the first call appears to be a significant factor in engagement success. For every minute increase in the duration of the call, there is a 6X increase in the likelihood of success with the lead. It makes sense that the numbers turned out this way: a longer phone call usually means the lead is interested, which itself is a good indicator of engagement. So, how do you turn these findings into an actionable tip? Train your SDRs in the art of the cold call, ensuring they understand how to manage objections<\/a> and keep the decision makers on the phone. <\/p>\n\n\n\n

Persistence\nPays Off<\/h2>\n\n\n\n

A tenth of sales is closed after four follow-ups with leads, while that percentage jumps to an impressive 80% after 5-12 contacts per lead. The average, according to the study, for success with a B2B lead is 5.7 contacts. If your SDRs are giving up contacting leads after just one or two attempts, you are letting leads slip through the cracks. You need to instill in your reps the value of persistence. Better yet, you need to leverage a sales engagement platform to schedule the requisite amount of follow-ups for your reps. That should take some of the guesswork out of it. <\/p>\n\n\n\n

The next time you hear someone brag about how many new contact calls their SDRs make, you can confidently tell that their metric doesn\u2019t hold much water. The speed of the first contact, the duration of the call and the persistence SDRs show in following up are all much more important than simply \u201cbeing on the phone.\u201d You can take that to the bank. <\/p>\n","protected":false},"excerpt":{"rendered":"

A sales team is only as good as its salespeople. That\u2019s true, to a certain degree. A sales team also needs a solid process, backed by quality metrics if it hopes to have sales engagement success. You can\u2019t hope to rely on basic metrics like call activity levels to guide your sales engagement. At best,…<\/p>\n","protected":false},"author":1483,"featured_media":18655,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_coblocks_attr":"","_coblocks_dimensions":"","_coblocks_responsive_height":"","_coblocks_accordion_ie_support":"","_uag_custom_page_level_css":"","footnotes":""},"categories":[],"tags":[399,97,398],"uagb_featured_image_src":{"full":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team.jpg",1200,675,false],"thumbnail":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-150x150.jpg",150,150,true],"medium":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-300x300.jpg",300,300,true],"medium_large":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-768x432.jpg",768,432,true],"large":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-1024x576.jpg",1024,576,true],"1536x1536":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team.jpg",1200,675,false],"2048x2048":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team.jpg",1200,675,false],"post-thumbnail":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-80x75.jpg",80,75,true],"goodlife-thumbnail":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-80x75.jpg",80,75,true],"goodlife-grid":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-320x270.jpg",320,270,true],"goodlife-latest":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-320x225.jpg",320,225,true],"goodlife-latestshort":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-320x170.jpg",320,170,true],"goodlife-vertical":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-320x420.jpg",320,420,true],"goodlife-gallery":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-320x150.jpg",320,150,true],"goodlife-galleryvertical":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-320x350.jpg",320,350,true],"goodlife-poststyle1":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-770x433.jpg",770,433,true],"goodlife-thumbnail-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-40x150.jpg",40,150,true],"goodlife-thumbnail-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-160x150.jpg",160,150,true],"goodlife-thumbnail-mini":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-20x18.jpg",20,18,true],"goodlife-grid-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-160x540.jpg",160,540,true],"goodlife-grid-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-640x540.jpg",640,540,true],"goodlife-grid-mini":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-20x16.jpg",20,16,true],"goodlife-latest-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-160x450.jpg",160,450,true],"goodlife-latest-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-640x450.jpg",640,450,true],"goodlife-latest-mini":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-20x14.jpg",20,14,true],"goodlife-latestshort-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-160x340.jpg",160,340,true],"goodlife-latestshort-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-640x340.jpg",640,340,true],"goodlife-latestshort-mini":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-20x10.jpg",20,10,true],"goodlife-vertical-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-160x675.jpg",160,675,true],"goodlife-vertical-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-640x675.jpg",640,675,true],"goodlife-vertical-mini":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-20x26.jpg",20,26,true],"goodlife-gallery-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-160x300.jpg",160,300,true],"goodlife-gallery-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-640x300.jpg",640,300,true],"goodlife-gallery-mini":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-20x9.jpg",20,9,true],"goodlife-galleryvertical-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-160x675.jpg",160,675,true],"goodlife-galleryvertical-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-640x675.jpg",640,675,true],"goodlife-galleryvertical-mini":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-20x21.jpg",20,21,true],"goodlife-poststyle1-small":["https:\/\/futuresharks.com\/wp-content\/uploads\/2019\/06\/sales-team-385x217.jpg",385,217,true],"goodlife-poststyle1-2x":["https:\/\/futuresharks.com\/wp-content\/uploads\/2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sales team is only as good as its salespeople. That\u2019s true, to a certain degree. A sales team also needs a solid process, backed by quality metrics if it hopes to have sales engagement success. You can\u2019t hope to rely on basic metrics like call activity levels to guide your sales engagement. At best,…","_links":{"self":[{"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/posts\/18653"}],"collection":[{"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/users\/1483"}],"replies":[{"embeddable":true,"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/comments?post=18653"}],"version-history":[{"count":0,"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/posts\/18653\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/media\/18655"}],"wp:attachment":[{"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/media?parent=18653"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/categories?post=18653"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/futuresharks.com\/wp-json\/wp\/v2\/tags?post=18653"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}