A short segment from a YouTube video by Nick Fisher arguing that at least half of a salesperson's sales should come from follow-ups. The speaker advises living in the CRM to build a pipeline over time, explaining that consistent follow-up insulates reps from variable lead flow (ads or channels going down) and prevents churn from reps who lack a pipeline and 'hop' between roles.
But at least half of your sales should come from follow up. And if you're not getting half your sales, then you're either burning prospects by going way too hard in the pain or you're just not doing it. And so your CRM is, it's like, it's where you should live as a sales rep because most of your sales are not going to be on that closing call, like maybe half of them. And it's like it's just a thing that kind of builds up over time. And the reason why that's an important thing to learn is because it insulates you from the inherent instability or like variances of lead flow. Yeah, right. You cannot guarantee the same lead flow every month because like ad accounts go down and all the kind of things happen. And so what you see is from reps that can't do that is they offer hop a lot because they have no pipeline, so there's a ramp down and then they don't have any way of making sales and they leave.
