Chapter 24
Know Your Numbers
CHAPTER OVERVIEW
Numbers Worth Knowing
How to Start at the Finish Line and Back Up to Be a Winner
Exercise 24.1. Running the Numbers
Numbers Worth Knowing
The company might have great systems in place to track leads, monitor contacts, create and follow the sales funnel, and more. The sales pro needs to personally know his or her numbers in order to own the results of his or her performance. This chapter shows all the checkpoints at which you’ll want to create awareness of numbers. That’s because every place you can measure, you can manage and improve. This includes all the pieces of the sales process. It also includes a worksheet that can be used to measure and manage all these elements:
- Prospecting activity
- Phone calls ...
