The Power of Prioritization

Based on research from a sales optimization study by Velocify

The key is not to prioritize what’s on your schedule, but to schedule your priorities.

“

Stephen CoveyAmerican educator, author, businessman, and keynote speaker

The Premise

Salespeople using a prioritized listof leads and activities are able to:

1. Work more leads2. Boost engagement3. Add more revenue

The ResultsYou should know that this was a large study of

400+ companies and a million leads.

The numbers are solid.

Salespeople who use prioritizationto determine their daily sales activities

are able to manage more leads.

1

The leads they do manage alsoget more attention—as seen by

the number of actions and contact attempts and total talk time per lead.

2

Salespeople using prioritization took 22% more actions per lead.

3

The number of contact attemptsper lead was 33% higher for

salespeople who usedautomated prioritization.

4

Salespeople using prioritization wereable to take 37% more actions,

make 49% more contact attempts,and increase their talk time by 88%.

5

Salespeople working off of a prioritized list were 19% more likely to call new leads in less than five minutes and 26% more likely to call new leads in less than one hour.

6

Faster speed-to-call times result in far higher contact and conversion rates

for users of prioritization.

7

On average, salespeople who use prioritization had 15% higher contact and conversion rates than those who

didn’t use prioritization.

8

The average conversion rate was 97% higher.

9

Companies whose salespeople used prioritized lists more than 70%

of the time had conversion ratesthat were 29% greater than average.

10

Companies whose salespeople used prioritized lists almost exclusively

enjoyed conversion rates that were49% greater than average.

10

Read the blog post by James Obermayer.Get your own copy of the study.

Want more data?

Many thanks to...

James W. Obermayer @SalesldMgmtAssn

Dan McDade @PointClearPD

Jorge Jeffery @Velocify

Presentation createdby Pipeliner CRM

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