![\"Connects](\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/05\/ConnectstoClose_thumb.jpg?resize=439%2C75\" "\\"Connects")
<\/a><\/p>\nLet me offer up some definitions of each box:<\/p>\n
Connects<\/strong>: Cold contact from a list or similar resource<\/p>\nSuspects<\/strong>: Contacted and have general need or use for your product\/service<\/p>\nProspects<\/strong>: Qualified for need, budget & buying time<\/p>\nQuotes<\/strong>: Formal proposal to do business<\/p>\nClose<\/strong>: Completed order in response to quote<\/p>\nAgain, this is a simple concept, but it is of great consequence when hiring salespeople. We call it the Connects-to-Close ratio and it defines many of the parameters you need to use in your hiring efforts. <\/p>\n
There are many layers to the ratio that impact the sales skills, selling style and aptitudes to measure in any candidate. Instead of getting lost in those weeds, let me boil it down to the essence of why you need to know this ratio:<\/p>\n
You cannot ask a new salesperson to do something 10, 50, 100 times without first being able to explain it one time.<\/p>\n","protected":false},"excerpt":{"rendered":"
Seems simple, but here it is: Let me offer up some definitions of each box: Connects: Cold contact from a list or similar resource Suspects: Contacted and have general need or use for your product\/service Prospects: Qualified for need, budget & buying time Quotes: Formal proposal to do business Close: Completed order in response to quote Again, this is a simple concept, but it is of great consequence when hiring salespeople. We call it the Connects-to-Close ratio and it defines many of the parameters you need to use in your hiring efforts. There are many layers to the ratio that impact the sales skills, selling style and aptitudes to measure… Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":true,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[16,4],"tags":[1735,38,600],"class_list":["post-3169","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sales-management","tag-connects-to-close","tag-sales-hiring","tag-sales-process"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-P7","jetpack-related-posts":[{"id":236,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/connects-to-close-ratio\/","url_meta":{"origin":3169,"position":0},"title":"Connects-to-Close Ratio","author":"Derrick Moe","date":"August 16, 2006","format":false,"excerpt":"Boost Your Conversation-to-Appointment Ratio from Selling Power reads like a companion piece to our post from yesterday. Conversation-to-appointment ratio is what we take a step further and refer to as a connects-to-close ratio. We wrote about this topic in great detail back in January of last year (click here to\u2026","rel":"","context":"In "Sales Management"","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":243,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/08\/a-hiring-riddle\/","url_meta":{"origin":3169,"position":1},"title":"A Hiring Riddle","author":"Derrick Moe","date":"August 18, 2006","format":false,"excerpt":"Insanity: doing the same thing over and over again and expecting different results. -Albert Einstein Here is a riddle we constantly encounter yet have difficulty solving. Let's say you are the sales manager for a somewhat complex product sale and you have an underperforming salesperson. The salesperson is well below\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":19159,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/10\/creeping-mediocrity-in-your-hiring-process\/","url_meta":{"origin":3169,"position":2},"title":"Creeping Mediocrity In Your Hiring Process","author":"Derrick Moe","date":"October 12, 2018","format":false,"excerpt":"Past behaviors are the best indicator of future success. This point is crucial when hiring salespeople for your team.\u00a0 The difficulty lies in deducing if the candidate has the right set of skills to be successful in your specific sale. Here's the ugly truth - \"bad\" salespeople can still have\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/10\/Yawn.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":2025,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/05\/alluring-experience\/","url_meta":{"origin":3169,"position":3},"title":"Alluring Experience","author":"Derrick Moe","date":"May 15, 2009","format":false,"excerpt":"I\u2019ve written about this phenomenon in the past and I continually encounter it in many sales areas \u2013 the allure of experience.\u00a0 In fact, I just talked to a recruiter from a different part of the country who focuses on sales hiring.\u00a0 We talked a bit of strategy and I\u2026","rel":"","context":"In "Hiring Salespeople"","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":19691,"url":"http:\/\/selectmetrix.com\/blogs\/2018\/07\/finding-sales-talent-in-tight-markets\/","url_meta":{"origin":3169,"position":4},"title":"Finding Sales Talent In Tight Markets","author":"Derrick Moe","date":"July 20, 2018","format":false,"excerpt":"The labor market is tight today as you assuredly know if you have been attempting to fill open sales positions.\u00a0 The issue in sales runs deeper than that as you are typically attempting to find strong sales candidates.\u00a0 \"Attempting\" is the key - many hiring managers are unsure of selecting\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/07\/Compass-on-rocks.png?fit=560%2C315&resize=350%2C200","width":350,"height":200,"srcset":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/07\/Compass-on-rocks.png?fit=560%2C315&resize=350%2C200 1x, https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2018\/07\/Compass-on-rocks.png?fit=560%2C315&resize=525%2C300 1.5x"},"classes":[]},{"id":5859,"url":"http:\/\/selectmetrix.com\/blogs\/2017\/06\/4-pillars-of-successful-sales-selection\/","url_meta":{"origin":3169,"position":5},"title":"4 Pillars Of Successful Sales Selection","author":"Derrick Moe","date":"June 13, 2017","format":false,"excerpt":"Successful sales hiring, in any company, is one of the most difficult tasks in which to achieve repeatable success.\u00a0 From unexpected outbursts to terminal tardiness to woeful incompetence, every company has a sales hiring horror story regarding employees who interviewed strong but performed poorly. Perhaps a subtle, but more dangerous\u2026","rel":"","context":"In "Hiring"","block_context":{"text":"Hiring","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2017\/06\/Pillars.jpg?fit=304%2C204&resize=350%2C200","width":350,"height":200},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3169","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=3169"}],"version-history":[{"count":2,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3169\/revisions"}],"predecessor-version":[{"id":3171,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/3169\/revisions\/3171"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=3169"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=3169"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=3169"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
![\"Connects](\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2016\/05\/ConnectstoClose.jpg\" "\\"Connects")
<\/a><\/p>\n