“Get Your Weight Up”
Management by Numbers
Sales Rep: Jerell Little
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Overview
Top Sales Performers know that
sales is a numbers game…
• What are the Numbers?
• How to calculate the Numbers
• Managing the Numbers
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What are the Numbers?
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What are the Numbers?
Numbers don’t lie, people do…
Contact Rate
Proposal Rate
Close Rate
Charge Backs
These 4 components tell others
how “healthy” of a sales person
you really are.
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How to Calculate the Numbers
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How to Calculate the Numbers
Contact Rate
The Contact Rate is the percentage of customers you
actually talk to.
Customers Contacted ÷ Customers Called
= Contact Rate Percentage
This can be found by clicking on your daily disposition
tracker on our team dashboard.
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How to Calculate the Numbers
Proposal Rate
The Proposal Rate is the percentage of proposals you
send to the customers you actually talk to.
Offers Made÷ Customers Contacted=
Proposal Rate Percentage
This can be found by tracking your daily offers made
(proposals or opportunities) based on the customers you
actually talked to. Are you selling to them or are you servicing
their account?
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4
How to Calculate the Numbers
Close Rate
The Close Rate tells you how often you close sales based
on how many offers you make.
Sales Closed÷ Offers Made= Close Rate
Percentage
This can be found by tracking your daily offers made
(proposals or opportunities) and looking at how many of
those offers actually closed.
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How to Calculate the Numbers
Charge Backs
Charge Back rates the quality of your sales. The higher
your charge back rate, the lower your quality of sale.
Deactivated PTNS÷ Activated PTNS=
Charge Back Percentage
This can be found in on your order detail report.
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Managing the Numbers
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Managing the Numbers
Knowing your numbers is the Golden Ticket
to achieving higher sales and commission.
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Managing the Numbers
Taken directly from Reggie Marable’s
Blueprint for success.
The more HOURS you put in = The more CALLS you make.
The more CALLS you make = The more PROPOSALS you do.
The more PROPOSALS you do = The more SALES you make.
The more SALES you make = The more $$$$$$$$$ you make.
The more $$$$$$$$$ you make = The higher quality of life
your family lives!!!
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Managing the Numbers
Numbers and their Relationships
Let’s say monthly quota is 17. In order to achieve this goal
you must know how many customers you need to contact,
how many proposals to send, and how often you close
deals.
For example, which Rep would reach goal and why?
Rep B:
Rep C:
Rep A:
Contact Rate: 45%
Contact Rate: 25% Contact Rate: 45%
Proposal Rate: 40% Proposal Rate: 30% Proposal Rate: 40%
Close Rate: 35%
Close Rate: 40%
Close Rate: 30%
Customers Called:
Customers Called:
Customers Called:
100/week
100/week
100/week
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Managing the Numbers
Numbers and their Relationships
There are more numbers that can make an impact in our
day to day activities, however we have control over them
all!
Sales Cycle – The length in time it takes to close a sale.
Sales Quantity – The amount or number of lines in the sale we are
proposing.
Numbers are not excuses, they are the manageable tools
to our success.
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THANK YOU
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