Companies are wasting sales leads because their teams aren’t responding to online contacts as quickly as they think, new research shows.
Published by sales automation and analytics provider InsideSales.com, the report reveals that companies often grossly underestimate response times and overestimate response attempts. The study is based on InsideSales.com’s ResponseAudit, a standardized and automated research tool that tests how quickly and persistently companies are contacting online leads.
After collecting response data for more than 700 members of the American Association of Inside Sales Professionals (AA-ISP), InsideSales.com asked the companies to evaluate their perceived sales response performance. The results show a significant disparity between reality and how companies think they respond to leads.