Know Your Numbers

• Do you know how many miles are on your car?

• Do you know how many miles per gallon you get?

• How many phone calls did you make last week?

• How many cold calls did you make last week?

• Which figure matters more to your yearly income?

Source: Selling Power Magazine
Research shows that, on average, prospective customer lists have a 10 to 1 ratio of “suspects” to actual prospects – and on average, of those prospects, only 1 in 3 will buy.

This means that the average sales rep in the average prospecting blitz will need to contact 30 “suspects” before landing a real customer.

The sales rep with a targeted list can be up to 3 times more productive than a sales rep with a “floodgate” list.

Source: Cold Calling Techniques That Really Work
Prospecting is a numbers game (or to be more precise a ratios game) and this particular game drives your sales.

A lot of salespeople don’t know where their numbers came from -- it just evolved; it just kind of happened.

So how can you increase your income?

1. Increase the number of phone calls =
2. Increases number of contacts reached =
3. Increases number of appointments set =
4. Increases the number of accounts closed =
5. Increases YOUR income!!!

Views: 10

Comment by Rayanne on September 30, 2008 at 5:39pm
Increase the times you read this and then commit it to memory.
Well played.


You need to be a member of RecruitingBlogs to add comments!

Join RecruitingBlogs


Sponsored Video

Marketing Partners

Upcoming Webinar

Popular Recruiting Content

2. Innovative Engineering Recruitment

Added by Rebecca Baines on September 16, 2014

4. After Resignation

Added by Sian Taylor on September 17, 2014

RecruitingBlogs on Twitter

Recruiting Videos

  • Add Videos
  • View All

© 2014   Created by RecruitingBlogs.   Powered by

Badges  |  Report an Issue  |  Terms of Service

scroll to the top