The larger the sales force, the more likely they are to dedicate salespeople to prospecting. 60% of companies with more than 100 salespeople specialize some of them in prospecting. For 20% of them, this function is outsourced. On the other hand, all companies with three or fewer salespeople keep their "generalist" salespeople. The latter handle both prospecting and other functions. uk whatsapp data
Specialization of salespeople according to the size of the sales force:
The effectiveness of prospecting, according to the survey results, depends on the specialization of the sales representatives. It is recommended to have, for a sales force of three or more sales representatives:
a salesperson dedicated to prospecting
two sales representatives dedicated to closing.While most companies (72% of companies surveyed) attach prospecting activity to the sales department, it would seem that attaching it to the marketing department would be a better strategy . Indeed, the marketing department would have the management of opportunity flows within its fold. The sales department, for its part, would fully concentrate on the pipeline and the conversion of prospects.