Last week I wrote an Article for LinkedIn Pulse that explored some of the statistics related to Call Reluctance. Many might think that Call Reluctance is a malady that occurred back when salespeople did their own dialing and had to book their own appointments. The truth is that most salespeople are still expected to dial and in tech companies where BDR's do that dirty work, Call Reluctance is still the primary reason why there aren't enough conversations. While some are quick to blame the low (as bad as) 15:1 dial to conversation ratio, that number is driven in part by salespeople who don't try hard enough to get their prospects to the phone. Those with Call Reluctance might even be heard saying, "Sure, put me through to voicemail" or "He's busy? That's OK. I'll call back" before breathing a sigh of relief. How else can you explain the even more incredible industry wide statistic where BDR's book, on average, only 1.5 new meetings per week?
Keep reading for the statistics on Call Reluctance, my take on that, and the Link to the Article.
The LinkedIn article can be found here but the big discussion about the statistics - and whether I made them up - can actually be found on a LinkedIn post where Tony J Hughes shared the article. There were close to 40 comments at the time I wrote this article so after you read the LinkedIn article, pop over to Tony's share to join the discussion.