July 27, 2011 06:05 ET

Bad Data Costs Companies $20,000 Annually per Inside Sales Rep, LeadJen Study Shows

INDIANAPOLIS, IN--(Marketwire - Jul 27, 2011) - Organizations that don't invest in cleansed data before embarking on outbound lead generation programs waste approximately $20,000 per inside sales rep annually, according to a study recently conducted by LeadJen, Inc., a B2B lead generation company that helps sales and marketing executives get value out of every prospecting call.

The study is available for download at

The study, which looked at 12 lead generation campaigns across different industries representing nearly 122,000 connections made by phone or email, shows that companies conducting a lead generation program without first investing in data end up wasting 27.3 percent of each sales representative's time. That's 546 hours a year per full-time inside sales rep.

With an inside sales rep costing a company $75,000 a year on average (including salary, benefits and overhead), that wasted time equates to a loss of more than $20,000 in productive sales time yearly for every inside sales rep.

"The waste results from a high number of bad first call attempts, and from calls that connect but are not a fit," said Jenny Vance, president of LeadJen.

According to the study, campaigns conducted without cleansed data result in 30 percent of first attempt calls being wasted on contacts who no longer are with the targeted company, or on wrong contact information.

Another 30 percent of calls reach a contact who is not a relevant target. This results in even more waste since it takes sales reps an average of four attempts to reach these irrelevant contacts.

"The good news is that by validating data first, marketers can both save money and increase results significantly," said Vance.

The full study can be downloaded at

About LeadJen
LeadJen is a B2B lead generation company that uses unparalleled data and insight to drive prospect interactions that convert to sales. The company's committed team and proven, repeatable process benefit clients targeting industries including, healthcare, manufacturing, retail, financial services, life sciences and high tech. LeadJen is based in Indianapolis. For more information, visit

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