• Closing rate
• # of cold calls to make a sale
• # appointments

Useful or useless?  Make your selling data work for you

Sitting in my first official sales training session, one of our company’s top salespeople was giving all of us new salespeople a short training presentation. 

One of his opening comments struck me as odd.  Meaning, I didn’t think it was right, but I was too new and inexperienced to say anything.

He opened with, “Selling is a numbers game!  If you want to grow your sales, you have to call on more customers”.  He went on to explain, “Let’s say you want to sign up 5 new customers.  And it takes 4 appointments to sign up one new customer. And it takes 6 cold calls to get an appointment.  Then, you need to make 120 cold calls (5X6X4).”

Have you ever had someone explain selling this way?  If not, you might someday.  My question to you is, does this seem accurate and helpful or inaccurate and a nonsense connection to data?

Listen in as we discuss the two ways to make your data work for you

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