![](\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewriterthepursuitofexcellence-ce88connects-to-close-thumb7.jpg?resize=500%2C85\")
<\/a> <\/p>\nThis formula is difficult for sales managers to complete since no 2 sales go down the same way. Yet, the sales manager must have a general understanding of this formula based on experience. It is still surprising how many sales managers we encounter who cannot supply the numbers for these boxes.<\/p>\n
Here is why this is important – if you know the numbers to close 1 sale, you can build the skills and traits needed to be successful in that sale. One thing is for sure, you cannot ask a new salesperson to do something 10, 20, 50, 100 times that you cannot clearly define 1 time.<\/p>\n
The information in the above graphic allows the sales manager to search for excellence. The skills, traits, style, rewards and motivations necessary to succeed all start with an understanding of that one simple formula.<\/p>\n","protected":false},"excerpt":{"rendered":"
Successful selling requires excellence – in talent, ability, communication amongst other factors. Successful sales management requires pursuing excellence in each team member. Unfortunately, many sales managers are able to define failure in the position but they find defining success to be far more elusive. When running our hiring process, we see this play out time and again. Sales managers are adept at describing past failures in exquisite detail. There is value in this knowledge so we gladly record it. However, the conversation almost always slows down when we turn our focus to success. The obvious answers are provided – revenue goals, customer acquisition, etc. But what about the traits, behaviors and skills… 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":false,"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":[],"class_list":["post-723","post","type-post","status-publish","format-standard","hentry","category-hiring-salespeople","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-bF","jetpack-related-posts":[{"id":1613,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/defining-excellence\/","url_meta":{"origin":723,"position":0},"title":"Defining Excellence","author":"Derrick Moe","date":"June 12, 2008","format":false,"excerpt":"Selling Power released an archived article titled Four Elements of Excellence.\u00a0 The short article provides a well-thought description so let's cut right to the chase.\u00a0 Here are the four: 1.) Goal Setting 2.) Commitment 3.) Feedback 4.) Organizational Support I would say that is a good list.\u00a0 The one that\u2026","rel":"","context":"In "Compensation"","block_context":{"text":"Compensation","link":"http:\/\/selectmetrix.com\/blogs\/category\/compensation\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1521,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/04\/what-qualifications-determine-sales-success\/","url_meta":{"origin":723,"position":1},"title":"What Qualifications Determine Sales Success?","author":"Derrick Moe","date":"April 17, 2008","format":false,"excerpt":"Here's what we often see from hiring managers or recruiters that focus on a wide variety of positions.\u00a0 They tend to look for qualifications in their sourcing activities.\u00a0 Obviously, this approach is warranted and required when sourcing for positions like accountants, medical personnel, IT, engineers\u00a0and so forth. But what about\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":1093,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/selling-is-in-the-small-things\/","url_meta":{"origin":723,"position":2},"title":"Selling Is In The Small Things","author":"Derrick Moe","date":"July 27, 2007","format":false,"excerpt":"I was reading some blogs, email messages and newsletters regarding many different topics and I realized something about successful selling that is often overlooked. Sales is tough - I don't think anyone would disagree with that premise.\u00a0 It requires a unique blend of abilities that are simply not common in\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":734,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-management-fear-factor\/","url_meta":{"origin":723,"position":3},"title":"Sales Management Fear Factor","author":"Derrick Moe","date":"March 8, 2007","format":false,"excerpt":"\"Let's be clear, I'm not going to take the assessments.\"\u00a0 That was part of a conversation I had with a sales manager recently.\u00a0 It is surprising how often I have this discussion - either overtly or indirectly. Sales managers are not fans of taking our assessments even though the assessments\u2026","rel":"","context":"In "Assessing"","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewriter8ab2dd77d504-111b6multiple-choice-thumb8.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":1636,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/06\/accountability-is-the-key\/","url_meta":{"origin":723,"position":4},"title":"Accountability Is The Key","author":"Derrick Moe","date":"June 30, 2008","format":false,"excerpt":"In recent weeks we have been dealing with a handful of sales managers who all have a different approach to the position.\u00a0 They are all in different industries, but their sales all have many similarities. One of the sales managers has progressed the best so far with his new salesperson\u2026","rel":"","context":"In "Leadership"","block_context":{"text":"Leadership","link":"http:\/\/selectmetrix.com\/blogs\/category\/leadership\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1753,"url":"http:\/\/selectmetrix.com\/blogs\/2008\/10\/6-tips-for-sales-managers\/","url_meta":{"origin":723,"position":5},"title":"6 Tips For Sales Managers","author":"Lee Fratzke","date":"October 14, 2008","format":false,"excerpt":"Sometimes these quick tip articles provide little usable information.\u00a0 This article at Eyes on Sales is not one of those articles - there are excellent suggestions within the 6 tips (pay special attention to number 1): Lack of Process - The cure for this problem is to take your time\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":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/723","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=723"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/723\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=723"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=723"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=723"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}
![](\"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewriterthepursuitofexcellence-ce88connects-to-close9.jpg\")
<\/a> <\/p>\n