Tweet

The Sales Number Game Continues

Written by: Leanne Hoagland-Smith

Article Overview: Sales is about numbers. How many people you touch, how much you sell and how many dollars you make are just a few of the critical numbers that sales professionals need to know. No matter what is said about numbers they remain part of what is, is. So the question is “How well do you understand the numbers game?”

The Sales Number Game Continues

Do you know the relationship in percentages between your sales call activity and your sales' results?

Here are some interesting sales statistics that when studied should begin to improve your sales results (Source: National Sales Executive Association).

2% of sales are made on the first contact
3% of sales are made on the second contact
5% of sales are made on the third contact
10% of sales are made on the fourth contact
80% of sales are made on the fifth to twelfth contact


When analyzing these numbers, a couple of observations come quickly to mind.

First, is that urgency is probably driving the first 10% of sales. For many earned sales the time frame is one to three contacts. You meet the prospect, have an initial meeting and then a presentation meeting where a decision to buy takes place.

Sales Coaching Tip: Urgency is one of the four criteria for a sale to happen. The others are: Decision Maker; Need; and Budget.

Second, 90% of all sales are the result of some sort of relationship with 80% of all sales having a potentially stronger relationship due to the number of contacts. Possibly, this is why the emphasis on the term relationship selling. Relationships happen over time.

Let’s presume that your first four contacts take place in 60 days or less. Contacts five through 12 happen over the course of the next two to nine months. By this time you probably have developed a fairly solid relationship with your prospect and may have even received some additional referrals. Earning a sale between contacts five and 12 now makes logical sense.

If you want to improve your sales results, then begin to track your numbers. If they are not at the average levels that you just read of making at least 5 to 12 contacts, then set some goals to bring them up to average. Next, set some more goals to truly make your sales results exceptional instead of just being average.

Related Articles
  What Game are You Really Playing?
  Changing the Game
  Sales Strategy and Tactics - Thoughts from the Super Bowl
  Sales Calls are Like the 1978 AL Playoff Game
  The Dawn of Pokemon: Tajiri Launches His Game

Article Tags: budget, decision maker, executive association, first contact, logical sense, nine months, percentages, referrals, relationships, sales coaching, sales statistics, second contact, term relationship, third contact, time frame, urgency



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
The Game Inventor's Guidebook - by Brian Tinsman, 2002 I checked this out of my local library today and its pretty interesting... didn't address what I wanted to know, which was how to actually design an online gaming system (indeed this doesn't cover online games at all), but for board games etc. it's pretty good. Here's the TOC: 1. How they diid it: Trivial Pursuit Magic, the Gathering Dungeons & Dragons Pokemon Trading Card Game Interview with an inventor Interview with a publisher 2. How the industry works 1. What's in it for you 2. How new games happen 3. Anatomy of a publisher 4. Markets for games 3. Games and companies you should know 1. Mass market games you should know 2. Mass market companies you should know 3. Hobby games you should know 4. Hobby companies you should know 5. American specialty games and companies you should know 6. European specialty games and companies you should know 4. Self publishing 1. What am I getting into 2. Before you print 3. After you print 5. Selling a game step by step 1. How to invent a game 2. Game design 3. Game development 4. Targeting publishers 5. Before you submit 6. Eight submission strategies 7. Contacting publishers 8. Protecting your property 9. What to do if they don't say yes 10. What to do if they do say yes! 11. The game industry's dirty little secret 6. Resources and examples Publishers and mnufacturers Distributors Brokers Game conventions and trade shows Industry publications Sample query letter Sample record of disclosure Sample licensing agreement Sample option agreement
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
how much for a franchise fee? - Dear Colleague There is no easy answer to this question. Things to consider: [list=] The sizeof the Franchise Clent base Expected Turnover Intellectual Property costs (recoup) Number of Franchises Number of employees Original Set up costs Franchise admin costs An example: A franchise that I was involved in setting was to a simple "lawn mowing/home repair" franchise. The Franchise included national/local advertising - preparation of client lists - general admin - central accounting etc The Franchise involved 300-500 clients - and an annual turnover of about $300,000 . The annual franchise fee was $30,000. Hope that this gives you some idea Take care Ian[/list]
Re: I will be away - Hi Guys Thanks for the good wishes. I had a really relaxing time and as soon as I get caught up will upload some pictures of the Big Game we saw on some of the drives. No lion GT as these parks are privately owned and they don't want predators who will eat the herbivores that they have paid a lot of money for . Saw some elephant though and rhino which was great. MichelleJ


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Resistance to Change and How to Deal With It

The Right Job - Part Five 'Compensation'

When the Going Gets Tough, the Tough Log On

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.