I am looking for the source of a famous sales statistic - "81% of sales are closes on or after the 5th sales call."
This statistic is most frequently attributed to McGraw-Hill but is also attributed to Sales and Marketing Management magazine, the National Sales Executives Club and Cahners.
There are many permutations of the results from the study/survey.Â You can find references to it all over the internet.Â Here is an example of a reference to the study:Â Link hidden: Login to view
The numbers in the study vary a bit as well so be careful about using that 80% figure.Â One book I have by Don Schrello mentions all of the above sources in passing and uses an 81% figure but does not give any more specifics.
I need the particulars of the study or survey including the date it was done, who was surveyed, the size of the sampling, etc. and a link or way to obtain the actual source. Can anybody help me locate this one? Thanks in advance. :)