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
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