When I ask salespeople and business owners what their ratios and conversion rates are, few know. They cannot answer simple questions like... How many calls do you need to make to get a meeting? How many mail shots do you need to send to get your quota of inbound leads? How many meetings do you need to chair to get a qualified opportunity? What percentage of qualified opportunities will result in a deal? What is your average deal size? You get the idea. Only by knowing these ratios and statistics can you know how you are doing. Only by … [Read more...]
Repetition Is The Mother Of All Skill If You Want Sales Success
July 9, 2009 By 1 Comment
“Repetition is the mother of all skill." ~ Tony Robbins, author of Unlimited Power In sales seminars and sales training programmes I often talk about the difference between sales skills and sales techniques... Sales techniques are something external to you, they are something that you hear or that you know. Sales skills are something that you own, they are yours through hard work and practise. And, what’s more, they won’t abandon you in even the toughest of markets. When I speak at sales conferences many salespeople sit … [Read more...]
The UK Sales Survey 2009
July 1, 2009 By Leave a Comment
In the complex and tough markets of 2009 it is essential that every employer knows what motivates their sales teams and salespeople in general. For salespeople, it is critical that you know what motivates you. To help with this I have partnered with recruitment company Aaron Wallis to sponsor the 2009 Sales Survey. We are aiming to get responses from over 1000 sales professionals thus giving us a true and accurate snapshot of what it is really like to work in sales in 2009. The survey is being widely promoted in the media and I will be … [Read more...]
