Root Causes – Positive Reasons

80/20 Rule

• 80% of sales time spent on 20% of target market, which are the biggest spenders, which usually drives 100% quota.
  


• They can make time for new meetings, but not the time to make the calls to get meetings.
  


• WHAT IF: They could just find a compelling way to spend 30 minutes a day calling into prospects, following up with smaller buyers, and just keep the discipline going, 80/20 would turn into 70/30 and new pipeline would start appearing.

Maxed Out

• Inside sales people who are truly maxed out at making calls every free minute that they get, and the results prove it.
   


• WHAT IF: They could just increase the calls placed per hour, eliminate the call analysis, eliminate the time updating the CRM, 20% productivity could be added to their great results immediately!

Un-Tethered

• Great field sales people spend 80% of their time in meetings, traveling to meetings, waiting for meetings to start, and trying to get work done between meetings.
  


• Trying to find Wi-Fi hot-spots, firing up PCs, and trying to make mobile PDAs integrate with the home office is wonderful when you have enough time to find a hot spot, get connected, and start calling, but this isn't the way great sales people work hour by hour in a day.
  


• WHAT IF: They could just capitalize on the anytime-anywhere slices of time that their busy schedule afford, making 20, 30, 40 or more calls a day compared to the current 3-5 calls daily.

Root Causes – Negative Reasons

40/60 Rule

• Only 40% of a sales person's time is actually spent on direct sales activity, with the other 60% focused on procrastination and administrative avoidance routines like data entry or research or data mining. 
  


• Sales people in this category can never start the process, and they lack the discipline to maintain any prospecting process in general.
  


• WHAT IF: A formal process could be implemented to modify their behavior in a positive way, companies could better utilize low-end sales forces.
  

Self Fulfilling Deceit

• They never make the calls, yet say they do, and even take the time to fabricate their CRM results to match their false claims.
  


• They mentally opt-out of the prospecting process and management has no way to prove it.
  


• WHAT IF: There was a way to positively compel sales people, if not flat out force sales people, to make calls, because this visionary system would know for certain if numbers were dialed, if voicmail messages were actually left, if scheduled call discipline was maintained, if live conversations could actually be verified with recorded conversations, and if CRMs could be updated with meaningful results in real-time.
  

Marketing Leads Wasted

• The advent of web marketing automation is driving unbearable levels of names that are presented as leads.
  


• Sales people make a single follow-up call at best, proving the effort to be a waste of time when these so called leads never call back, after just a single attempt!
  


• The volume is so great that it would be virtually impossible to do what it truly takes to make high percentage contact rates, which is calling repeatedly.
  


• WHAT IF: There was a way to facilitate high volume repeat calling, with varying degrees of message content to either demonstrate expertise and value, or, guilt them into calling back if they really are a lead.
  

SalesBlade's CallRIGHT solution is the answer to all of these WHAT IF questions!