The prospect of making cold calls for a week as a salesperson is more unappealing than giving up sex for a month, a survey showed this week.
A story I picked up off the Reuters Wire was based upon a recent survey conducted by Infosurv, an Atlanta based research firm, which revealed some other interesting information. The survey was commissioned to reveal public attitudes towards the sales profession and, among the 1,226 people surveyed, only getting a root canal ranked lower than spending a week in sales making cold calls.
The survey, which had a margin of error of 3%, also revealed that when asked to choose among types of salespeople, respondents said they trusted those who sell cars the least, followed by financial services salespeople. Retail salespeople were ranked as the most trustworthy.
Respondents also ranked being contacted by door-to-door salespeople as most annoying, while being contacted by e-mail or social media was the least aggravating. Interesting stuff but more bad news for car dealers!
In a blog titled “How Far We’ve Come” I wrote about the historic lack of respect the sales profession has traditionally received. The Infosurv survey has not only further validated that unfortunate situation but also revealed another problem. Cold calling in any form is generally regarded as the lowest form of sales activity. No one wants to do it; no one wants to receive it, so why does it still exist? In the blog titled “A New Way to Prospect” I state unequivocally that it shouldn’t.
In today’s world a warm lead is the key to success. The survey I cited above listed social media as the least aggravating method of initial sales contact and the contention I made in “A New Way to Prospect” is that networking through social media and other forms of networking should become your new prospecting vehicle. Networking your way to success is a more sustainable method for reaching potential buyers and more pleasant way to reach your sales goals. In the immortal words of Yogi Berra, “The future aint what it used to be!”
Chuck Terry is the Executive Vice President and CSO of Carew International and is regular contributor to Carew’s blog – Executive Insights
Carew International is a leader in sales training and leadership development; specializing in comprehensive, proven training programs for sales, sales management and customer service excellence. For over 30 years, Carew has earned its reputation of delivering increased productivity and profitability to our valued clients world wide.
