Defining The Sale offers an excellent article titled Top Salespeople Win at the Numbers Game.  The article is a bit of a promo for a specific selling system, but the author provides a list of questions that all sales managers should retain. In the last 6 months: 1. What is the average number of prospects that you attempted to call (dials per week?) 2. What percentage of those dials resulted in contact with a decision maker (not voice mail or a gatekeeper)? 3. Out of all the dialing you did in #1, what percentage resulted in talking to the person who could sign a contract, issue a purchase order, or cut a… Read More

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