Sales Results
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Sales results are determined by the multiplication of sales activity, sales skills, and lead quality. Sales activity is measured by the number of phone calls and appointments made, sales skills are measured by the telephone ratio and closing ratio, and lead quality is measured by the contact rate, propensity to purchase, suitability of the client-salesperson combination, and salesperson reaction time to time-sensitive leads.
Sales Results
- 1. Sales Results = Sales Activity x Sales Skills x Lead Quality Sales Activity = ● Number of Phone Calls ● Number of Appointments - for face-to-face sales Sales Skills = ● Telephone Ratio (appointments made / clients contacts) - for face-to-face sales ● Closing Ratio (sales / presentations) Lead Quality = ● Contact Rate (client contacts / contacts attempted) ● Propensity to Purchase (avg. likelihood a client will want a product or service) ● Suitability of the client and salesperson combination ● Salesperson reaction time to time-sensitive leads Kevin Daly (MD Value-Ad)