What are the reasons for Sales Reps meeting only 🔥 50% of the Leaders’ expectations for 🤝 Booking Meetings?

What do 💰“250 Top Sales Organizations” focus on to improve Sales Velocity ?

Funnel Insights :-

1. Top of the Funnel
2. Meeting Hold Rates
3. Opportunities Creation
4. Close/Win Rates

In this post, let’s look at

💡 2. Meeting Bookings & Hold Rates

⚡ Sales leaders expect reps to book at least 50% more meetings than they actually do.

⚡ On average, teams booking meetings at 62 percent of their leaders’ expectations.

⚡ Possible reasons for falling short of the expectations :-

🔥 Covid-19 widening the gap

🔥 Sub-optimal connect rates with buyers

🔥 Less or no relevant content shared with buyers

🔥 Lack of clarity on problem identification especially during early stage of engagement.

🌈 Good News :-

💪 While Sales Meeting Bookings are less than expected, the meeting “hold rates” are high.

💪 Sales reps are showing enough value during the early stage, influencing buyers to learn more about the solution by showing up for the meetings.

💪 Meeting “hold rates” meet the sales leaders expectations.

😇 What in your opinion can be done to improve the “meeting bookings” ?

#salesperformance
#salesenablement
#salestools
#salesanalytics
#salesadvice