From the course: Sales: Practical Techniques
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The science of sales measurement
From the course: Sales: Practical Techniques
The science of sales measurement
- Now the other thing that organized salespeople do, is that they measure the statistics. They look at the numbers. And so I want to give you some thoughts about this. I've actually got six ideas I want to go through in this video with you. And the first one is, always keep an idea, keep an eye on the amount in the pipeline. So let's suppose that you make cold calls. If the people are there, you then send them a follow-up email. Then you go and visit them, and then you get the deal. You need to know how many leads you've got ready to call. How many calls you've done, how many proposals you got to write. How many visits you've got coming up, and how many you've sold, so that you can work out your conversion rate, et cetera. But you need to know how much is in the pipeline. If you got no proposals to write, then your pipeline's going to dry up, and you need to do more cold calls, for example. So you need to know, how much have you got at each stage of your pipeline. I used to draw this…
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