Sales is governed by numbers

Do you know your phone number?

(I hope so.)

Now, here is a different question: As a salesperson, do you know your numbers?

Do you know your ratio of sales calls needed in order to get one sale?

Tracking your numbers is important.

How many did I start with?
How many to move to the next step?
How many to the next?
And to the next?

While coaching a salesperson recently, he told me that he was doing a lot of initial phone calls and follow-up calls.

But his pipeline didn’t show it. 

Because we knew his numbers we were able to identify the step where things got stuck and honed in on that area to increase sales.

There are different steps to each sales cycle. As a salesperson, you need to know these steps and track your numbers.

Find the gap and fill it with opportunities!