Magic Number Calculator - A Diagnostic Approach to Sales Performance by Jeff Hardesty
... The Magic Number Formula Monthly sales revenue objective: $15,000 Divided by (/) Average revenue per sale: $2,500 / First-appointment-to-proposal ratio: 60% (What percentage of the time do reps gain commitment from prospective clients to "take the next step" in the sales process after the first appointment?) / Closing ratio: 40% (Proposal to close--measures proposals submitted vs. new business achieved.) / Weeks in the month: 4 = Magic number: (approximately) 6 new appointments ...

How to Recognize Your "True" Sales Performance Competencies by Jeff Hardesty
... - Closing Sales - Developing Prospect Lists - Setting Appointments - Running 1st Appointments - Working Qualified Prospects through the Sales Pipeline - Post-Sale Marketing - Developing Referrals - Reporting and Paperwork - Documenting Testimonials Many of these tasks are important, but they are not all sales performance competencies. Yes, it is important and useful to ask for referrals and develop testimonials from satisfied customers, but your success hinges mostly on the mastery ...

How to Double Your Sales Appointments in Half the Time; Part 2 by Jeff Hardesty
... regardless of your closing ratio • Not setting enough new business appointments leads to Sales employee turnover, sub-par revenue results and longer Ramp-to-Quota for new hires • The communication act of asking for a Business appointment should be internally declared a KEY sales competency and trained to individually So logically, sales organizations should be willing to develop and provide ‘Best Practice’ support systems to their sales teams for ‘Measurable’ performance results in line ...

A Top Sales Speaker Tip for Sales Effectiveness by Jeff Hardesty
... - Closing Sales - Developing Prospect Lists - Setting new Business Appointments - Running 1st Appointments - Working Sales Prospects through the Sales Pipeline - Post-Sale Marketing - Developing Referrals - Reporting and Paperwork - Documenting Testimonials Now many of these tasks are important, but they are not all Core Competencies. Yes, it is important and useful to ask for referrals and develop testimonials from satisfied customers, but your success hinges mostly on the mastery ...

Why You Must Read The PDA Review Before Buying A PDA by Gregg Hall
... You might not be able to get a sales person to describe the pros and cons of each one, or you might get a pushy salesperson who tries to steer you to the one that costs the most but is not really what you need. The best way to compare them is to go online and read the PDA review. The PDA review takes the stress out of shopping for one because it gives an objective review of the product. You can read all the pros and cons of the various PDAs being offered, in the privacy of your own home.

5 Tips for Finding Your Core Competencies by Jeff Hardesty
... Once you have your KPI averages you will be able to communicate to a sales recruit exactly how much sales activity (new appointments per week) is required on their part to successfully ramp to Quota is a pre-determined amount of time. That’s right, a ‘Pre-determined amount of time in days’. And that will shorten the time to Quota and reduce the Hard-dollar cost of Turnover from low appointment activity. But don’t assume they can do it on their own.

Why Does Every Company Need a CRM (Customer Relationship Management)? by Dr Sylvain Desforges
... If you use Microsoft Outlook for your daily communications, calendaring, tasks and appointments and need a way to track sales leads and opportunities, to share data across sales representatives, to improve the understanding of your sales process, to communicate with a broad groups of people on a one to one basis, to improve your business process in the most important area – sales, and need a reporting system that beats multiple excel spreadsheets, then you need a complete CRM solution.

In Direct Sales- Your Summer Preparation Checklist by Jane Deuber
... Just recently, DSWA members who attended the Tri-Cities, Washington training hosted by DSWA and Cynthia Kersey reported they returned home with fresh enthusiasm, new business-building ideas and lots of leads for future shows and sales appointments. Networking pays! 6. Be ready to do business while you are on the move by always having your business with you. Create a Business-in-a-box that you can grab as you run out the door that contains all the things you need to make good use of those ...