Study Reveals Sales Cadence Report of Thousands of Companies

If you’ve ever sat through a meeting where a zealous sales leader asked you to contact leads five times a day, you will be interested in the following research. XANT has gathered data on the sales cadences of over 8,000 companies and published the results.

The “Cadence Audit 2017” report establishes cadences for contact attempts, response types and persistence periods.

So how do you find an ideal sales cadence that closes deals, without receiving restraining orders from your prospects? This report will help you by offering some benchmarks.

What’s the Most Common Sales Contact Method?

Perfecting cadence is essential to effective inside sales. The optimal sales cadence can boost your company’s financial results by up to 110 percent. When cadences are performed correctly, they increase a rep’s ability to interact with a prospect, educate them to become potential buyer and prevent deals from falling through, the research report shows.

“Perfecting cadence is a core component of both the art and science of effective inside sales,” says our very own CEO Dave Elkington. “When sales reps lead with an unstructured cadence, they put potential sales at risk. Optimal cadences can boost results by up to 110 percent. These are not trivial improvements we’re talking about,” added Dave, according to a company press release.

The study analyzed thousands of companies and revealed:

• The most common outreach practice is email (32 percent of respondents use this method)
• 61 percent of first contacts happen via email
• The second most utilized cadence is a single call and voicemail (6 percent)

email marketing icons flying into mailbox - sales cadence concept

What’s the Optimal Sales Cadence?

The study delves even deeper to reveal the optimal frequency of touchpoint. This is the winning pattern that sales organizations found lead to the best revenue results.

• The median gap between the first and second touch is typically 16 hours, 45 minutes
• After each subsequent attempt, the gap increases
• The gap between contacts reaches its maximum between attempt seven and eight (6 days)
• After eight attempts, the median gap hovers at seven days

Download the Cadence Audit 2017 Report

The Cadence Audit 2017 study from InsideSales will also let you in on other important aspects of cadence that are vital to sales organizations. Read the full copy of the report to learn:

• What’s the average number of attempts per lead for most organizations
• What is the typical gap between contact attempts
• The frequency of touchpoints that sales organizations consider optimal
• Which industries are the fastest and slowest to respond

If you want to see an executive summary of this report, you can download it here.


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