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Casual Articles - Your Sales Closing Ratio Is Not As Important As A Home Run
An allegation of harassment in the workplace is a growing phenomenon facing companies across the U.S. The following is an article derived from a 2003 seminar I attended at the National Business Aviation Association {NBAA} Convention in Orlando, FL. The full name of
The bottom line is that too many salespeople are focusing solely on improving their sales closing ratios when they may not really need to. Perhaps this is egged on by sales consultants or their sales managers? But it probably need not be the case. Perhaps there is nothing wrong with your sales closing techniques? Perhaps you don’t need to gen
There are entertainment industry jobs available for just about anyone who wants to be an extra in a movie. Extras are always needed for every kind of films, and a specific look is not always required. Producers will be interested in all types of peo
Of course, everybody will choose the first salesperson with the closing ratio of 25 percent.
But, just as in most statistics one stat, taken on its own, cannot be representative of the big picture. The salesperson with the 10 percent closing ratio may not be the better salesperson.
Take, for example, two baseball hitters. One bats with a .270 batting average and one bats with a .280 batting average. Your team is down by three runs in the bottom of the ninth inning. Which batter do you want to come to the plate? If you are a baseball fan, you know you need more information than this. Let us add another statistic to the mix. The batter with a .270 average only hits singles. The batter with the .280 batting average is a power hitter and the reigning league home run champ. Now who do you want at the plate? A single won’t win the game. A home run would.
Back to the two office furniture sales reps. Let's say that the rep with the 25 percent sales closing ratio sells a lot of single chairs. And, let's say that the rep with the 10 percent closing ratio manages to sell entire office furniture sets on a consistent basis, including chairs desks, cubicles, file cabinets, water coolers, meeting tables, copiers, fax machines, and lamps. The second rep's commissions, on average, are 20 times the first rep’s commissions. Now who is the better salesperson? The second salesperson hits more home runs. He is better.
The bottom line is that too many salespeople are focusing solely on improving their sales closing ratios when they may not really need to. Perhaps this is egged on by sales consultants or their sales managers? But it probably need not be the case. Perhaps there is nothing wrong with your sales closing techniques? Perhaps you don’t need to gene
The U. S. Department of Defense (DOD) owns and operates the Global Positioning System (GPS), including 24 satellites, each orbiting the earth every 12 hours.GPS, a navigational system, computes the position and velocity of things in a highly detailed,
Take, for example, two baseball hitters. One bats with a .270 batting average and one bats with a .280 batting average. Your team is down by three runs in the bottom of the ninth inning. Which batter do you want to come to the plate? If you are a baseball fan, you know you need more information than this. Let us add another statistic to the mix. The batter with a .270 average only hits singles. The batter with the .280 batting average is a power hitter and the reigning league home run champ. Now who do you want at the plate? A single won’t win the game. A home run would.
Back to the two office furniture sales reps. Let's say that the rep with the 25 percent sales closing ratio sells a lot of single chairs. And, let's say that the rep with the 10 percent closing ratio manages to sell entire office furniture sets on a consistent basis, including chairs desks, cubicles, file cabinets, water coolers, meeting tables, copiers, fax machines, and lamps. The second rep's commissions, on average, are 20 times the first rep’s commissions. Now who is the better salesperson? The second salesperson hits more home runs. He is better.
The bottom line is that too many salespeople are focusing solely on improving their sales closing ratios when they may not really need to. Perhaps this is egged on by sales consultants or their sales managers? But it probably need not be the case. Perhaps there is nothing wrong with your sales closing techniques? Perhaps you don’t need to gen
Similar to the human body, the corporate body has two types of dysfunctional tumours – the benign or inactive ones, which are often dormant as well as the malignant or harmful types which are very dangerous. Both types of dysfunctional cannot be left to their ow
Back to the two office furniture sales reps. Let's say that the rep with the 25 percent sales closing ratio sells a lot of single chairs. And, let's say that the rep with the 10 percent closing ratio manages to sell entire office furniture sets on a consistent basis, including chairs desks, cubicles, file cabinets, water coolers, meeting tables, copiers, fax machines, and lamps. The second rep's commissions, on average, are 20 times the first rep’s commissions. Now who is the better salesperson? The second salesperson hits more home runs. He is better.
The bottom line is that too many salespeople are focusing solely on improving their sales closing ratios when they may not really need to. Perhaps this is egged on by sales consultants or their sales managers? But it probably need not be the case. Perhaps there is nothing wrong with your sales closing techniques? Perhaps you don’t need to gen
Outsourcing to a professional medical billing company to manage your practice’s reimbursements can be both a blessing and a curse. In most cases it will save you significantly in payroll, staff time, and administration headaches, but it can also feel like you’re giv
The bottom line is that too many salespeople are focusing solely on improving their sales closing ratios when they may not really need to. Perhaps this is egged on by sales consultants or their sales managers? But it probably need not be the case. Perhaps there is nothing wrong with your sales closing techniques? Perhaps you don’t need to gen
Multi-level marketing is the biggest growth industry in the 1980's. It is the industry that has made corporate giants of Amway, Shaklee, Mary Kay and Herbalife. It has been termed as the last true rags-to-riches opportunity left in North America, and its ability to
The bottom line is that too many salespeople are focusing solely on improving their sales closing ratios when they may not really need to. Perhaps this is egged on by sales consultants or their sales managers? But it probably need not be the case. Perhaps there is nothing wrong with your sales closing techniques? Perhaps you don’t need to generate more sales leads?
Just as in baseball, one sales statistic, taken on it own, cannot tell the whole story.
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