“If you really want something in this life you have to work for it.
Now be quiet, they're about to announce the lottery numbers”
~ Dan Castellaneta.
Is sales a numbers game? Conventional wisdom says yes. But what does that mean in todays interconnected, social media, relationships are paramount world? Does a numbers / metrics focus still apply?
In business you tend to get two types of successful salespeople. The classic communicator who has a few deeper relationships and closes or monetizes a large percentage of them ~ Let's call her Christine.
And the talk and transact salesperson who converses and closes on a more superficial level with the idea that sheer volume of contacts and the law of averages works in his favor. ~ Lets call him Tom.
Right brain / Left brain? Maybe. I know it's an oversimplification but many sales personalities tend to favor either Christine or Tom in approach. So which works best? ~ Both. It depends on what the client prefers. Relationships are great ~ Transactions are great. Salespeople tend to attract and close the clients that are like them. ~ Duh.
What numbers are crucial to measure for both sales personalities?
- Contacts Made.(Two way communications)
- Qualified Presentations. (notice the word 'Qualified')
- Closing Percentage.
Increase The Quality AND Quantity Of All Three.