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The Sales Number Game Continues



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How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

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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.


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Home > Business-Coach > Leanne Hoagland-Smith > The Sales Number Game Continues >

Free PDF Download
How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

Name: Email:

About the Author: Leanne Hoagland-Smith

RSS for Leanne's articles - Visit Leanne's website
Executive consultant, sales coach and speaker, Leanne Hoagland-Smith, partners with innovative and crazy busy leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking. If you prefer you can forward a request to coach@processspecialist.com

Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com

Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip:  Change your thoughts; improve your results.
Click here to visit Leanne's website.
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