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The Sales Review

Learn about emerging best practices, strategies and insights on B2B sales today dedicated for the modern sales organization.

What’s your Close Rate? A Simple Exercise in Optimism

Posted by Amar Sheth on Aug 21, 2013 4:28:30 AM

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Close Rate

What would you do if you could get 2, 3 or 4 extra meetings per month? The better way to pose the question is how would this benefit you? I’m sure if you looked at your own personal data you could find out with some level of precision the success you’re currently having.

As a sales professional, you should know the following and keep a close track of it. If you know the following KPIs, you could logically deduce a lot from this.

  • How many net new appointments for the last 12 months?
  • What percentage of these became clients?
  • How long does it take a client to achieve a certain sales volume?
  • What is the average sales volume per net new client acquired?

There are a lot more, but these can help you determine how a few extra appointments every month could impact you significantly.

All that said, this blog is about pushing to get that extra edge. As sales professionals, we have a unique opportunity in this market to generate those extra few appointments every month. These appointments equate to your extra edge.

Imagine if your close rate was 20% and you had the ability to generate 5 additional appointments every single month. The possibilities are fantastic.

How to Get There

I want you to be optimistic that, despite the daily grind that sales has become, new data points to a lot of hope. What I’m alluding to is that in the new world of sales, sales professionals don’t sell. Yes, you read that correctly. In the new world of sales, we don’t focus on selling…We focus on adding value from the very first moment. By putting all of our heart, soul, energy and commitment towards this, we gradually attract a greater number of prospects to our funnel.

If you don’t believe it, that’s fine. Feel free to message me privately about how there are dozens of examples of this happening on a daily basis.

Social Selling can absolutely be that edge for you; it can not only help you with getting more appointments, but also the right appointments. We also don’t suggest or recommend that you stop doing what currently works for you; we simply recommend that you add Social Selling as another layer to your existing daily tasks.

The Bottom Line

You’ve got absolutely nothing to lose but everything to gain. What a sweet and envious position to be in, don’t you think? Just by trying a bit by bit, you will start to see some results trickle in. All I’m asking you to do is to achieve that much right now. Once that happens, you’ll be so energized that you’ll want to continue and get deeper into the Social Selling world.

Social Selling is not difficult. It’s just different. Not sure how it can help you? Feel free to schedule some time with me to discuss how it can help you. You can also check out these 42 LinkedIn Sales Tips or these 10 Steps to Building a Social Selling Machine.

Amar Sheth

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Amar Sheth

Amar Sheth

About the Author

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

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