PROVO, Utah, May 22, 2013 – According to a study released today, companies are essentially wasting sales leads because their teams aren’t responding to online contacts as quickly as they think. The research, authored by leading sales automation and analytics provider XANT, reveals that companies often grossly underestimate response times and overestimate response attempts. The study utilized XANT’s patent-pending ResponseAudit system, 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), XANT asked the companies to evaluate their own perceived sales response performance. The results show a significant disparity between reality and how companies think they respond to leads. Key findings from the study include:
- When asked how many attempts their sales teams make to contact a lead, companies most often estimated “more than five,” but in reality the most common number of attempts was zero.
- Nearly 25 percent of companies surveyed thought they were responding to leads within five minutes, when in actuality only 5 percent responded that quickly.
- More than 90 percent of companies surveyed believed that their first response to sales leads was done by phone, when in reality 67 percent of companies make their first contact through email.
“There is a term in social psychology called ‘illusory superiority,’ which is the tendency to overestimate positive qualities and abilities. With this research study we’ve found that illusory superiority is in full effect when it comes to sales lead responses,” said Ken Krogue, president of XANT. “The companies we surveyed typically had lofty perceptions of how they were responding to leads, but the hard truth is that reality falls far below those perceptions. This has the distinct potential to be devastating to an organization’s bottom line and can be a major hindrance to growth.”
About XANT, Inc.
XANT is the worldwide leader in cloud-based, sales automation and predictive analytics for inside sales professionals. XANT was the first company to combine dialer technology into a customer relationship management tool like salesforce.com. Their PowerDialer for Salesforce 5.0 has been one of the most popular applications on the salesforce.com AppExchange for over five years. The company was recently recognized #9 by Inc. Magazine for employee growth in Utah and #347 of the 500 Fastest Growing Companies on Deloitte’s 2012 Technology Fast 500. The company was also named Service Provider of the Year by the American Association of Inside Sales Professionals (AA-ISP). XANT enterprise customers include ADP, Dell, Gannett Local, Inc., Marketo, ON24, Re/Max Cornerstone, Seagate, Groupon and more. To try the technology, visit www.www.xant.ai.