Sales+Formula+-+How+to+Use+the+%26quot%3BSales+Numbers%26quot%3B+to+Maximize+Success%7C%3Cbr%2F%3E%3Cbr%2F%3EDeveloping+a+sales+formula+is+a+fundamental+process+that+separates+a+good+sales+person+from+a+lucky+sales+person.+Knowing+what+activities+to+do%2C+when+to+do+them+in+the+sales+cycle%2C+and+how+to+define+success+is+critical.%3Cbr%2F%3E%3Cbr%2F%3EThis+is+needed+for+all+sales+people%2C+from+the+beginner+developing+his+business+to+the+experienced+professional+looking+to+grow+his+business+to+the+next+level.%3Cbr%2F%3E%3Cbr%2F%3EExample+sales+formulas+in+different+environments%3A%3Cbr%2F%3E%3Cbr%2F%3E+Telesales+-+50+Cold+Calls+%3D+10+Contacts+%3D+5+Quotes+%3D+1+Sale+Pharmaceuticals+-+10+office+visits+%3D+4+doctor+meetings+%3D+2+samples+Life+insurance+-+10+calls+%3D+3+visits+%3D+1+policy+%3Cbr%2F%3E%3Cbr%2F%3EThe+sales+formula+are+the+numbers+needed+to+maximize+success.+Often+these+numbers+are+never+completely+understood+or+taken+seriously+enough+to+bring+into+action.+It+is+like+losing+weight.+You+need+to+know+what+to+eat%2C+when+to+eat%2C+what+types+of+food+to+eat%2C+etc.+However%2C+nutritionist+will+have+you+track+these+items+to+measure+success.+A+personal+trainer+will+give+you+their+formula+for+exercise%2C+and+will+also+track+your+progress.%3Cbr%2F%3E%3Cbr%2F%3EIn+any+situation+where+you+want+to+have+sales+success%2C+You+need+to+know+where+you+are+doing+well+and+where+you+have+a+point+of+pain.%3Cbr%2F%3E%3Cbr%2F%3EPutting+the+formula+to+work%3A%3Cbr%2F%3E%3Cbr%2F%3EIf+you+are+a+cold+calling+salesman+with+the+above+formula%2C+you+hit+your+50+calls+each%2C+get+10+contacts%2C+but+only+2+quotes+then+you+have+an+area+for+improvement.+What+could+cause+it%3F%3Cbr%2F%3E%3Cbr%2F%3E+Maybe+you+have+poor+contacts+and+need+to+make+sure+you+are+talking+to+decision+makers+Maybe+you+do+not+know+how+to+profile+well+to+understand+a+customer%27s+need+Maybe+you+do+not+know+your+products+or+services+well+to+provide+enough+value+to+a+customer+to+want+to+move+forward+in+the+sales+process+%3Cbr%2F%3E%3Cbr%2F%3EThese+examples+illustrate+different+points+of+pain+that+will+allow+you+to+develop+specifics+skills+to+increase+your+sales+formula+to+drive+better+results.
Scott Kaplan asked: