![]() ![]() The people behind the ‘Super-Awesome Follow-up System’ (name changed as I don’t want to give them airtime) just want to tell you what life is going to be like without giving them $69 per month, regardless of the facts. These people are unlikely to check their sources because they really don’t care if they’re true or not. Some of the articles I’ve read that quote these numbers do so because they have a product to sell. I can even share with you this recent World Cup-themed infographic (PDF file), promoted by the brilliant SalesLoft, that is based entirely on the false information provided in a study that doesn’t exist. There are sales associations that discuss the stats in forums. I can show you Slideshare files that perpetuate the myth. I have details of speeches where the keynote speaker has used the information to make a point. There are several sites with a PageRank of over 7/10, such as Examiner, quoting data from an organization that doesn’t even exist. Not only that, but you’ll find these amazing statistics quoted in blogs and articles at organizations in sales leaderships positions, such as Salesforce, Microsoft, and more. I have a lot of respect for Zig, so I feel particularly sad that the bogus information can be found in print with his name attached to it. Yes, these amazing stats have found their way into the pages of “Network Marketing For Dummies”, authored in part by the late, great Zig Ziglar. In the last half year, I’ve made a list of more than 300 people quoting or sharing the NSEA stats in their blog posts, articles, presentations, speeches, and even books. However, I kept seeing the very same data being quoted elsewhere, so I started keeping track of it. You’ll be astounded to know that it took me approximately five entire minutes to discover that the data was bogus. How did I discover this? I nearly used these statements myself about six months ago when writing an article about sales and selling. Indeed, if there ever was an organization of this name, it has either wiped its entire footprint from the web or they existed at a time before the Internet started cataloging everything, which would make the validity of the data sketchy at best - things have moved on a little in business since the 1980s. ![]() I also searched the relevant organization and company registers in other countries in case this is an international organization. The Council of Better Business Bureaus also shows no trace of the group. I used the IRS website’s search tools to see if I could find the organization, but still came up empty. If it had changed its name at some point from National Sales Executive Association, it would say that on its History of NASP page, right? It doesn’t. The closest we get is the National Association of Sales Professionals. Googling the organization or its acronym (NSEA) bears no related fruit at all. VentureBeat’s VB Insight team is studying compensation for digital marketing execs.Ĭhime in here, and we’ll share the results. ![]() That also means that for the other nine staff, it’ll take 180 sales cycles before they’re likely to win one deal each!īut before you put on your size 10 boots to go kick your sales team into action, there’s something you should know: These stats are completely made up, and the National Sales Executive Association doesn’t exist. They’re suggesting that in a team of 10 salespeople, only one of them is getting past the third follow-up call. Truly mind-blowing, aren’t they? And not just because the creator of the graphic can’t spell “fourth.” These stats come courtesy of the National Sales Executive Association, and are usually shown as an image with the source confidently displayed in the bottom-right corner. 80% of sales are made on the fifth to twelfth contact.10% of sales are made on the fourth contact.5% of sales are made on the third contact.3% of sales are made on the second contact.2% of sales are made on the first contact. ![]()
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