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Sales Vice Presidents (and the CEOs that manage them) struggle with knowing whether the sales forecast will come to fruition or (once again) evaporate come end of the quarter.
Similarly, individual contributors (aka Sales People) wrestle with whether or not they have enough opportunity in the pipeline to make their number.
However, if you’d like to implement a system that provides absolute certainty into whether or not you (or your team or your VP of sales) will hit the number this year in the next five minutes, answer these five questions:
1) How many scheduled 1st meetings does each rep set with new prospects?
Correct Answer: 6 – 8 per week or more
2) What is the show-rate for these 1st scheduled meetings?
Correct Answer: 85% or more
3) What percent of these 1st meeting result in a 2nd meeting?
Correct Answer: 50% or more
4) What percent of these 1st meetings produce a qualified opportunity?
Correct Answer: 25% or more.
5) What percent of qualified opportunities result in a win?
Correct Answer: 20% or more
Contrary to popular belief, even the greatest selling skills will not get you to your number if you lack sufficient top of the funnel activity.
So if you want predictable Revenue…
The most reliable predictor of success is the number of scheduled 1st top of the funnel meetings you (or your team) can set each week.
If you would like to learn more about how I teach sales people to schedule six or eight or even ten new meetings each week with qualified prospects CLICK HERE to schedule a time to speak with me.
If a call sounds like to big of a commitment, you can Download My [FREE] Cold Call Playbook Here
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