b'SETTING APPOINTMENTS& SALES PROCESSSales Appointments Remain Elusive & Converting Prospects is Becoming More DifficultSECURING SALES APPOINTMENTSMuchlikeyearsprevious,salesmanagers (90%)andsalespeople(87%)agreethat securingappointmentswithprospectsis harder today than five years ago, with well over half of salespeople (57%) saying that it takes more than five attempts.However, while both managers and salespeople concuroverthedifficultyoflockingdown appointments,theressomedisagreementin terms of how many are actually happening.1-357%52%ofsalespeoplesaythattheygoon scheduledappointments(face-to-faceor virtual)eachweek.40%ofsalesmanagerssay that it takes more than five believe the same of their salespeople.attempts to secure a sales appointment.Andmorethan1/3ofsalesmanagers(35%) thinkthattheirsalespeoplegoon4-5 scheduledcallsperweek,whilelessthana quarter (23%) claim to do so. Eitherway,thosenumbersfallshortofwhat sales managers would like to see. 42%believethattheirsalespeopleshouldbe going on 8 or more appointments every week.9'