Teryl @ Work

 The sales cycle is pretty simple really.  It starts with a prospect, ends with a close, and starts again with the next opportunity. So how do you make the numbers work for you?   First of all, you need to understand your own numbers.  You can benchmark against other sales people, against industry standards and all manner of other statistics, but if you don't know your own hit rates, and own them, you are lost. Sales Managers put complex models together to measure sales people.   This is partly so that they are able to understand what is needed for success from each person.   Unfortunately, many sales people don't spend the time to understand the model, and do not buy into the numbers game. Lets look at a simple example: Target = R1.2 million of new sales per annum Prospect pipeline = R3.6 million Last years hit rate = 20% of pipeline 20% of pipeline = R720 000 Taking this into account, there are two possible scenarios: Improve the hit rate...