Have you ever wondered how your sales reps were processing that most valuable of marketing resource – a lead? Why do so many leads get thrown into the “unresponsive-no contact” category? Is this a marketing or a sales process problem? Want to find out?
Request a ResponseAudit. This lead response assessment enables a company to view real response times from the eyes of a hot lead.
ResponseAudit was introduced by XANT as an unbiased assessment tool for the curious or frustrated sales manager. The audit enables a company to benchmark their lead response times (through both email and telephone) and rep persistency in contacting leads against industry norms based on our 2007 published research findings*.
The fact is ResponseAudit has the ability to reveal what is really going on in the day-to-day activities of your sales team. For example, XANT recently audited a leading business outsourcing solutions company (their name is being withheld per request). This company, while extremely successful in their industry, honestly didn’t perform very well when it came to lead management. The exciting part of the story was what they did with the results of their ResponseAudit. They were able to turn their inside sales department around yielding significantly better response times.
Curious? Here’s a breakdown of how this company changed their lead management results in just three months:
- The average email first response time decreased by 2.5 hours.
- The total amount of emails sent increased from 18 at the beginning of the effort to 27 by the third month.
- The total number of attempts to contact went from 71 to 77 at the end of the study. This is an average of 4.53 attempts per lead versus 4.2 at the beginning.
Having ResponseAudit results is like going from managing blindly to managing with insight. A detailed analysis report highlights exactly how long it took your team to respond to a web lead based on when the submit button was hit, and how many leads were contacted.
Why wait? Submit your request for a lead response assessment now. Who knows what surprises you’ll have – could be great, or it could require some tweaking to your sales processes. Either way, you could be a sales hero! Don’t work harder, work smarter. Audit your lead response rates and rep persistence and improve your overall sales results.
*From research conducted by XANT and Dr. James Oldroyd of MIT and the Kellogg School of Management, it was determined that the odds of contacting a lead increase by 100 times if attempted within five minutes versus 30 minutes. More importantly, the odds of qualifying a lead increase by 21 times if attempted within five minutes versus 30 minutes.
Free Lead Resonse Management Study
Answer the question, “When should companies call Web-generated leads for optimal contact and qualification ratios?”