Daniel Tardy: License To Sell

Know your numbers as well as your product

Posted in Selling by elephanthunters on July 28, 2009

If you’re in sales there are several key numbers that you should have memorized and be able to recite any given time:

  1. Average new leads per day/week/month
  2. Average calls/appointments per day/week/month
  3. Sales closed per day/week/month
  4. Closing ratio of incoming leads to sales
  5. Length of pipeline: How long is it taking on average for a lead to become a sale?

Knowing and referencing this information will give you power in 3 areas:

  1. It will give your superiors confidence that you have a good sense of how your business is preforming and it will help them in their forecasting. (If you are the owner & salesperson this information is a favor to yourself for the same purpose)
  2. It will allow you to track how you’re doing.  Over time these numbers will really talk to you and give you metrics that help you make decisions about what is and is not working in your marketing and your presentation etc.
  3. It will give you confidence when you’re going through a slow time because you can look at your averages and know that if you make the right number of calls over the length of your pipeline that the sales will come.
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