Home > Uncategorized > Sales Is About Numbers, Then It Isn’t, Then It Is, Then It Isn’t.

Sales Is About Numbers, Then It Isn’t, Then It Is, Then It Isn’t.


Too many people will tell you sales is a numbers game.  An equal number will cry out that it’s not a numbers game.  The truth is that any sales environment has to be a combination of both.  The trick is to learn from your sales calls and continuously hone your efforts.

When you are first starting out in a new sales territory you have to call and prospect as many clients as possible.  One of the key elements is to get your name and that of your company out there and be recognized as a player in your field.  Initially, you are not known to anyone that can make use of your services and it is crucial to change this fact as soon as possible.  So you prospect and you dial.  And you network and you dial.  And you follow-up and you dial.

Once you have collected sufficient data, you can then begin to analyze your efforts.  You will be able to see how many prospects it has taken you to develop a lead.  Just as importantly, you will see how many leads it has taken you to develop a sale.   Over time, you will begin to see there are market segments you are reaching with more success than others.  For instance, if you are produce farm and you are selling into a geographic area, you may begin to find you are gaining more traction by selling to caterers rather than the traditional produce stores.  Once you have established you are now good at speaking to caterers and have garnered some success, you begin to prospect again; more focused this time.  Once again, you prospect and you dial.  And you network and you dial.  And you follow-up and you dial.

The cycle will repeat itself, each time becoming more focused on your market segment.  The second effort at deciphering the gathered metrics may yield the fact that you are now selling more effectively not just to caterers but to those that market themselves as organic caterers focused on healthy eating.  Now, you start focusing your attention on those caterers that will most respond to organic produce.  By having focused your customer base twice, you will be more attuned to the micro market and will have more in-depth conversations with your clients.  You will begin to be seen as a resource, not just as a vendor, and your opinion will matter.  So you prospect and you dial.  And you network and you dial.  And you follow-up and you dial.  (Surely, you see the pattern by now.)

With each sharpened cycle, your conversion rates of prospect-to-lead and lead-to-sales will increase in your favor.  Your efforts will be more focused and also be more rewarded.  Initially, you have to throw everything in the water and see what rises to the surface.  The results, (and constant monitoring), of your efforts will guide you in a productive direction that will help make you a successful salesperson.

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