28d • General discussion
Numbers Are Your Friends...
In the "primer", Jacques talks about the numbers all sales people should know:
1. What is the average number of prospects that you attempted to call (dials per week?)
2. What percentage of those dials resulted in contact with a decision maker (not voice mail or a gatekeeper)?
3. Out of all the dialing you did in #1, what percentage resulted in talking to the person who could sign a contract, issue a purchase order, or cut a check? This number is crucial: This is the number of genuine prospects you contacted.
4. What percentage of those decision-maker contacts resulted in an appointment? This number is important for two reasons: 1) You need to know how many contacts it takes to secure an appointment, and 2) You need to gauge, measure, and refine your High Probability Prospecting offers.
5. What percentage of your appointments resulted in a sale?
6. What is the average number of sales appointments, per prospect, does it take for you to close a sale? Over the past 6 months, exactly how many appointments did you make, and keep?
7. What is your closing average per prospect? What is your closing average per appointment?
For one of my SaaS companies a typical week looked like this:
200 dials/wk ->10 appointments -> 7 sales
We also track completed meetings vs no-shows.
Anyone else care to share their numbers? Please include what it is you sell.
A good book on understanding the numbers game is Stephen Schiffman's Cold Calling Techniques
(That Really Work!). Just disregard the non high-prob stuff 😁
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Numbers Are Your Friends...
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