Page 136 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

that is called within minutes versus hours or days converts to a customer at an
exponentially higher rate. Clearly, the span of time within which a salesperson
works a newly converted lead should be part of the Sales SLA. For example, one
aspect of the Sales SLA could be:
“Every lead from the website should be called within one hour of converting.”

“Sales is accountable to Marketing just like Marketing is accountable to
Sales. The Sales SLA defines a series of behaviors expected of the Sales team
to ensure each lead is worked effectively.”
Here is another set of questions: If the salesperson calls the lead and gets a
voicemail, when should the salesperson try the lead again? Should the
salesperson call back that evening, tomorrow, next week? How many times
should the salesperson call the lead before he gives up? As a sales leader, should
I strive to give each salesperson one lead per month and have the salesperson
call that lead a thousand times? Should I prefer to give each salesperson a
thousand leads per month and have the salesperson call each lead once?
Well, as a quant, I studied a lot of these questions. Figure 12.2 is an example of
the output that came from these analyses. While the data is altered a bit, the end
conclusions are similar to the conclusions we drew from the actual analysis.

Figure 12.2 The Foundation of the Sales SLA