1THE REALITY OF SELLING
It’s the most basic thing trainers tell their pupils: Sales is a numbers game.
Well, maybe. But I don’t think it’s a matter of reducing it to that. Many people do, though. They have very specific metrics by which they’re going to measure your performance.
What these trainers are trying to do is quantify what you do every day:
• What’s your call-to-prospect ratio?
• How many of your prospects are you converting to leads?
• What proportion of your sales pitches are you closing?
• How’s that affecting the size of your commission?
• What dollar figures are you bringing into your company?
If these numbers are generally going up, trainers assume you must be doing something right.
I don’t want to entirely discount the conventional ...
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