Frequently Asked Questions
Clients often ask us if we can provide them with "industry averages" on sales force productivity. The simple answer is we cannot, however, here are some interesting facts based on a Culpepper Sales Study.
Remember, we publish one or two questions per newsletter. To submit your own questions click here.
Sales facts based on Culpepper Sales Study:
| 1. | Fact: 94% of all sales veterans have had less than 5 days of any formal sales training. |
| 2. | Fact: 87% of all sales managers have had less then 8 days of any formal sales training. |
| 3. | Fact: 98% of all salespeople don't follow a consistent sales methodology. |
| 4. | Fact: 93% of all sellers volunteer a price decrease without being asked. |
| 5. | Fact: 87% of prospected inquires are never followed up by a sales contact. |
| 6. | Fact: 81% of all sales take five calls or more. |
| 7. | Fact: 80% of all salespeople are willing to accept a 90% rejection rate. |
| 8. | Fact: 40% of all sales veterans experience bouts of call reluctance severe enough to threaten their contribution in sales. |
| 9. | Fact: 93% of all sales veterans have had no training on how to generate their own leads. |
Culpepper and Associates conducts worldwide salary surveys and provides benchmark data for compensation and employee benefit programs.
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