Numbers Game.

“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.
The objective for both Christine and Tom should be to

Increase The Quality AND Quantity Of All Three.

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