Why Your Team Isn’t Following Up (and How to Fix It)

You don’t lose most deals to the competition. You lose them to silence.

Let’s get real: Most sales teams don’t have a closing problem. They have a follow-up problem.
And the scariest part? They don’t even realise how much money they’re leaving on the table.

Here’s why it happens — and how to fix it.

Problem #1: No Follow-Up System

If reps are deciding “when to follow up” based on gut feel? That’s not a system — it’s a gamble.

What to do:

• Build a standardised follow-up sequence
• Use CRM tasks to automate reminders
• Train reps to treat follow-up as part of the process, not a bonus

Problem #2: They’re ‘Too Busy’

Busy reps often prioritise:

• New leads
• Internal meetings
• Admin work

Why? Because follow-up feels like chasing ghosts.

But deals aren’t lost all at once — they fade away.

Fix it by:

• Creating a daily follow-up block in the calendar
• Making it a key KPI in sales scorecards

Problem #3: They Don’t Know What to Say

Many reps think: “If they haven’t replied in a week, they’re not interested.”

Wrong. Buyers are busy. Distractions happen.

Reps need:

• A bank of re-engagement messages
• Permission to follow up more than once
• A mindset shift: follow-up is service, not spam

Problem #4: No Visibility from Leadership

If sales managers aren’t reviewing follow-up activity — it won’t happen.

What works:

• Weekly review of untouched deals
• CRM dashboards that show last contact date
• Coaching around how and when to follow up

How to Fix It (Starting Today)

1. Audit your CRM.
   • Filter for deals with no recent activity
2. Build a 5-touch follow-up sequence.
   • Email, call, LinkedIn, video, final breakup
3. Make follow-up part of your daily rhythm.
   • Power hour or 15-minute slot every day
4. Coach the team.
   • Give scripts, not just tasks
5. Celebrate wins from persistence.
   • Highlight deals that closed after 3+ follow-ups

Want to Know Where Your Team Is Losing Deals?

Our Pipeline Audit identifies follow-up gaps, builds sequences, and helps your team stay consistent.

Because no deal should die just because someone got distracted.

Book a Free Pipeline Audit Now