Critical Sales Ratios
Have you ever asked anyone what their critical numbers are?
Ask a statistician and they'll tell you that they have to make 67 dials. 15.4 people will answer and 6.31 of them will have a substantive conversation. 4.21 will meet with them. 1.8 will buy from a competitor. 1.2 will buy from them and 1.21 will never come out of hiding again.
Ask a networker and they'll tell you that they have to go to 11 events to get 147 business cards. 37 people will call to have one on one meetings to get to know each other. No one will ever call to buy anything although 1.9 of the 37 one on ones will result in the networker buying something.
Have you ever gotten this answer? I call and call and call until somebody says, "OK. Come on over. I'll look at tour stuff." and nine out of ten times, they buy.
So, what's my point?
Ask a statistician and they'll tell you that they have to make 67 dials. 15.4 people will answer and 6.31 of them will have a substantive conversation. 4.21 will meet with them. 1.8 will buy from a competitor. 1.2 will buy from them and 1.21 will never come out of hiding again.
Ask a networker and they'll tell you that they have to go to 11 events to get 147 business cards. 37 people will call to have one on one meetings to get to know each other. No one will ever call to buy anything although 1.9 of the 37 one on ones will result in the networker buying something.
Have you ever gotten this answer? I call and call and call until somebody says, "OK. Come on over. I'll look at tour stuff." and nine out of ten times, they buy.
So, what's my point?
Rick ...
Right to the point. The phone ... STILL works ...
if a salesperson WORKS. Thanks, I've sent the link to a few others.
Regards,
Lance Cooper, President
SalesManage Solutions
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The third example is a salesperson with no plan. "nine out of ten times" is a cliché, not a statistic. When a sales person has no real sense of the relationship between the number of calls (or dials, or events) and the number (and value) of closed orders, he/she has no way to understand what it takes to achieve a new or increased objective. There can be no plan.
Am I coming close to your point?
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I think what you are trying to say is that although metrics and statistics are important, they don't put food on the table.
You have to do what you have to do until you win the business. The metrics serve as a foundation but if you have to do more to achieve results then have at it.
I love metrics but I love winning more! Is that it??
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Keep meetin and greetin until an opportunity appears, then respond to it. At that point, ratios are irrelevant
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How many people blindly follow a course of action, and never bother to find out what works and what doesn't? How many people have ulcers because they don't know what they need to do to stay afloat financially? Even in our line of work, where we live and die by concrete results, most people wander about aimlessly hoping to run into something good. The point is that you can't have a plan to succeed unless you can quantify what you're doing.
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Keep meetin and greetin until an opportunity appears, then respond to it. At that point, ratios are irrelevant
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Thanks for sharing, I really liked your article
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